Search results for "business-to-business"
showing 10 items of 20 documents
Exploring the elements for value co-creation in consumer information systems in B2B context : a case study on the business event industry
2014
Tämä tutkielma tarkastelee arvon yhteisluontia verkkopalvelussa B2B-kontekstissa käyttäen tutkimuksen toimialana kaupallisia seminaareja ja koulutuksia. Viitekehyksenä tutkimuksessa käytetään arvon yhteisluonnin mallia kuluttajatietojärjestelmissä (CIS), jolla nähdään ammatillisten seminaarien ja koulutusten järjestäjien ja osallistujien (n=22) arvoja ja motivaatioita tapahtumiin osallistumiseen sekä tutkitaan myös mitkä ominaisuudet koetaan tarpeelliseksi toimialan tapahtumien promootioon perustuvaan verkkopalveluun. Tutkimuksen tavoitteena on tunnistaa arvon yhteisluonnin elementit sekä mahdollisia eroavaisuuksia verkkopalvelun B2B-käyttäjän käyttötarpeissa sekä järjestelmän käyttökokemuk…
Sustainable Value Co-Production and Co-Creation in Virtual Reality: An Exploratory Research on Business-to-Business Interactions
2022
The objective of this study is to identify the environment for business interactions in virtual reality in the value co-production and co-creation process and to understand how such an environment enables the sustainable development of co-creational activities. This paper takes the concepts of value co-production and co-creation and presence and the Actors, Resources, and Activities Model as conceptual references for the exploration of interactions in virtual reality. Using ten in-depth interviews with senior managers, this paper takes an exploratory case analysis perspective. Results show how the sense of presence—level of immersion to which a medium that produces seemingly accurate repres…
Business-to-business service quality assessment in professional wine events: the case of Vinitaly
2014
Business-to-Business e-commerce adoption and perceived benefits: evidence from small and medium Spanish enterprises
2009
This paper focuses on the factors affecting Business-To-Business (B2B) e-commerce adoption and the perceived benefits for Small and Medium-sized Enterprises (SMEs). We propose and test a model that analyses the influence of firms' previous experience and environmental factors on e-B2B adoption and the effects of e-B2B adoption on the perceived benefits and the intention to continue adopting B2B. Our results show that the more e-B2B is used in SMEs, the higher the level of perceived benefits and this, in turn, has a positive influence on the intention to continue doing B2B e-commerce. Managerial implications of these findings are also discussed.
An interaction orientation approach to SME-Intermediaries relationships
2021
Abstract Small and medium-sized enterprises (SMEs) engaging in foreign operations have drawn significant research attention in recent years. One of the aspects linked to such operations is SMEs’ expansion to foreign markets, often relying on local intermediaries. These intermediaries provide the firms with valuable resources such as market knowledge and recognition and reduce foreign operations’ costs. Hence, they are often considered as strategic partners. The current study aims to expand the existing knowledge regarding the relationships between business to business SMEs and their intermediaries by exploring interaction orientation as an organizational cultural aspect and its linkage to t…
Digital content marketing in B2B contexts: The drivers of engagement and electronic word of mouth communication at international trade shows
2023
El potencial que representan las redes sociales como una herramienta de marketing es indiscutible, permiten compartir información, construir redes, e influir en consumidores y marcas. Aún más, las redes sociales contribuyen al engagement empresa a empresa (B2B por sus siglas en inglés), ofreciendo un entorno perfecto para su desarrollo. En este sentido, la literatura en marketing ha reconocido la utilidad de las redes sociales en la promoción de ferias comerciales internacionales (ITS por sus siglas en inglés) empresa a empresa. Adicionalmente, en tiempos de crisis como lo es el COVID-19, la comunicación es uno de los principales desafíos en la gestión de emergencias, y las redes sociales s…
Toward a contextualized understanding of inside sales: the role of sales development in effective lead funnel management
2022
Purpose The purpose of this study is to provide a contextualized understanding of how business-to-business (B2B) firms use the sales development function for efficient and effective lead funnel management. Design/methodology/approach The authors adopted a qualitative field-study approach and interviewed 13 people from eight firms. While software as a service (SaaS) firms are the most prevalent application context for the sales development function, the authors also included respondents from non-SaaS firms to develop an in-depth understanding of the contextualized nature of the sales development process. Findings Sales development processes can be applied in outbound prospect-focused, outbo…
Triggering sustainability communication in a B2B context: combining action research and sensemaking
2021
PurposeThe paper explores processes associated with the adoption of corporate sustainability communication in a B2B context. It employs a combined action research and sensemaking approach to document moments that precede the initiation of external sustainability communication.Design/methodology/approachThe paper is the outcome of an action research project, where we examine the case of one industrial company that was silent on its multiple sustainability-related practices, but recently decided to become more transparent to the outside world. A processual approach to sensemaking is adopted to show how organisational and non-organisational members actively participated in meaning co-construct…
Industrial branding using digital media : case: The Switch
2012
The shift from traditional marketing channels to the digital channels has been rapid which has generated new challenges and opportunities for business-to-business (B2B) communication and brand building processes. In general, studies of B2B branding are scarce, since branding has been approached as a business-to-consumer (B2C) function. In future B2B branding and brand management may well become a critical success factor in the market, since competition brought by globalization and market liberalization assisted by the internet revolution. This research will combine these previously presented themes; B2B branding and digitalization, and hence try to understand the phenomena of industrial bra…
The use of digital analytics for measuring and optimizing digital marketing performance
2016
Demonstrating the monetary outcomes of marketing is no longer considered a virtue but a necessity by the top management. Marketers are increasingly held accountable for their actions, yet most marketers struggle in their attempts to measure marketing performance. The emergence of digital analytics tools (e.g., Web analytics) has raised optimism of improved measurability due to its ability to track customer behavior in the digital environment. However, research lacks a clear understanding of the opportunities and limitations of digital analytics, and what it takes from an organization to make the most of its usage. The dissertation advances the knowledge in this area by investigating how ind…