Search results for "Business-to-business"
showing 10 items of 20 documents
A multiblock PLS-based algorithm applied to a causal model in marketing
2012
Interoperability of B2B Applications
2011
This paper presents a Web-based data integration methodology and tool framework, called X-TIME, for the development of Business-to-Business (B2B) design environments and applications. X-TIME provides a data model translator toolkit based on an extensible meta model and XML. It allows the creation of adaptable semantic-oriented meta models to support the design of wrappers or reconciliators (mediators), taking into account characteristics of interoperable information systems, such as extensibility and composability. X-TIME defines a set of meta types which correspond to g meta level semantic descriptors of data models found in the Web. The meta types are organized in a generalization hierarc…
Latent segmentation in business-to-business based on information and communication technology and relationship variables
2016
Our work is focused on the segmentation analysis in the Spanish tourist industry. Using a sample of travel agencies who evaluated the relationship with their main supplier (relationship value, relationship benefits and perceived information and communication technologies (ICTs) use), we attempt to examine the utility of these variables as specific and subjective segmentation criteria for identifying heterogeneous groups. The estimation of a finite mixture model suggests that these bases are able to discriminate firms into six latent classes with different levels of ICT use and relationship variables. The novelty in this work lies in the application of latent segmentation methodology and th…
The impact of digitalization on marketing communications measurement process : case of global B2B industrial companies
2011
The stature of marketing communications function is under a threat within the firms. As the board of management tends to demand the profitability of all business activities, marketing practitioners have for a long time been unable to credibly show the link between marketing communications actions and financial value. Fortunately, the digitalization has offered new insights and opportunities to make the marketing communications actions more measureable. “Everything can be tracked” is an often heard slogan when speaking of monitoring web users’ online behavior facilitated by web analytics software. However, it is questionable how well this slogan fits the marketing communications of Business-…
The impact of IT applications on customer satisfaction: some new perspectives in the supplier-retailer relationships
2010
The widely-reported advantages of information technologies (IT) in business processes have driven companies to devote important financial resources to IT solutions. However, academics suggest that investment in IT should be carefully assessed and restricted to what is strictly necessary. In this line, this paper aims at analysing the relationship between the customer perception about the IT intensity of use by its main provider and customer satisfaction with the provider's IT solutions as well as the existence of differences across activity sectors. For a sample of retailers of four different industries – i.e., grocery, apparel, electronics and furniture – results support the existence of s…
Antecedents and consequences of logistics value: And empirical investigation in the Spanish market
2010
Abstract In business practice and the academic study of logistics, the incorporation of concepts such as quality followed by value has been truly revolutionary. In addition, the use of information and communication technologies (ICT) has substantially modified the way inter-company relationships are managed. This has meant that logistics is no longer considered a routine, merely operational activity but a strategic variable which is a deciding factor in achieving customer satisfaction. There are, however, still a large number of companies which continue to ignore the differentiating potential of logistics and consider it to be a routine activity. Our contribution comes within the framework …
Value antecedents in relationship between tourism companies
2014
Purpose – In the context of relationship marketing, identifying the elements that contribute to creating value for companies has become essential for managing customer satisfaction and retention. The literature has focused on business-to-end consumer relationships and there are few contributions in the business-to-business context, especially in the tourism industry. The aim of this study is to analyze the process of relationship value creation between tourism companies from the more relevant antecedents proposed in the literature: relationship benefits, long-term orientation and attitude towards the main provider. Design/methodology/approach – A survey was conducted with 309 travel agency…
Creating customer value through industrial services : case: Raute Technology Services
2014
The role of marketing can be seen as to assist the company on creating superior value for its customers, so that they would succeed against their competitors. Creating superior value has not always been essential, as in the past firms could achieve profitability due to regulated markets, controlled distribution channels or scarce resources. An increasing number of industrial manufacturing companies are moving from offering solely products to offering combinations of products and services. Customers benefit from industrial services as they support and enable the value generation of the products they have purchased. To firms, offering services is a matter of competitive advantage since servic…
Efeitos da sustentabilidade e valor logístico nas relações entre empresas de transporte marítimo
2020
Resumen El objetivo de este trabajo fue analizar cómo la sostenibilidad (económica, social y ambiental), bajo el enfoque de triple línea base, afecta la calidad de servicio, el valor logístico y la satisfacción en empresas del sector marítimo. Se propone un modelo teórico que se contrasta con la información suministrada por una muestra de 50 responsables de empresas (transitarios, importadores y exportadores) en Panamá. La información se analiza mediante la estimación de regresión por mínimos cuadrados parciales, que permite confirmar el carácter multidimensional de la sostenibilidad y del valor logístico. Los resultados también confirman que las percepciones de los clientes sobre las inici…
Electronic commerce and governance forms: a transaction cost approach
2010
A large amount of the electronic commerce (EC) literature is focused on the benefits of digitalising transactions, as well as technological and organisational issues related to implementing inter-firm information systems. Even though firms choose different electronic solutions for different purposes, there are still modest research contributions focusing on what kind of governance structures that emerge from business to business (B2B) electronic commerce and why these different governance forms emerge. This paper develops a framework for analysing how certain transaction characteristics such as order frequency, relation specific assets and uncertainty affect the alignment of electronic gove…