As the cost of supplies is reduced, the retailers can offer a lower price to customers online and can therefore get more customers and profits. (Steel & Daglish et al
Therefore, the market of B2B e-commerce is limited. (Sun & Finnie, 2004) In addition to that, the goods ordered over the internet via e-commerce may have quality issues
However, the supply chain management is faced with some problems after its integration with e-commerce. (Yang, 2012) E-commerce has created a great deal of transparency in the operations of suppliers and retailers
The other computer server manufacturers are also using different types of strategies and promotional campaign to maintain their customer base and market share. In the presence of a stiff competition, the company has to formulate a pricing strategy for this Atlantic Bundle that would not only attract new customers, but also retain the existing customers and give it superior sales performance than its competitors (Bharadwaj & Gordon, 2007)
The actual problem was in the target market and marketing strategy for this product. Being an innovative and premium-priced brand, Quartz was only able to target a niche market from the total household segment, whereas it was offered as a competitive brand for all types of electric, mixer, and power showers (Moon, 2006)
However, it has been under continuous pressure from dealers and distributors to close its personal selling division as it is a big threat for their business. Therefore, Lotus Development Corporation has to formulate a new strategy to encounter this issue which is spoiling its relationships with the dealers and distributors (Rangan & Scott, 1994)
Your logo has to work as tiny square icon in a browser address bar and as a 50-foot long banner hanging from the ceiling of the Cow Palace… and also on business cards and in email marketing." (Donaldson, p
Without such generosity and support, none of this would have been possible." (Khilawala, p
Simply put, B2Bs need to act more like sophisticated B2Cs in their communications strategies." (Levick
com/oreilly/tim/news/2005/09/30/what-is-web-20.html An interesting dynamic is also emerging from social networks is the development of entirely different segmentation criteria and strategies within organizations based on the insights gained (Agarwal, Malhotra, Bolton, 2010)
The sales teams who replaced them in 2010 and continue to dominate sales forces in the UK and Europe have a selling approach that is more focused on educating prospects and clients, less on the "hard sell" of pushing products or services on customers. This approach to value-based selling is predicated on being more focused on delivering solutions and becoming indispensible to a customers' success than on rely in price and the elasticity of a given market (Alderete, 2010)
0 technologies continues to the be fastest growing and most visible. The concepts of social networks are predicated on having an open, listening mindset as a company to better engage with customers in conversations they find relevant and useful (Bernoff, Li, 2008)
The recession of the last three years has also led to en masse adoption of analytics and BI throughout B2B marketing departments. The need to quantify the impact of pricing, product direction and inventory decisions over time has become most pronounced in the UK and EMEA as the economies still recover from the recession (Frank, 2009)
The need for authenticity and transparency is now pervading all marketing strategies, as trust becomes the new foundation for moving sales cycles forward (Bernoff, Li, 2008). Growing Reliance on Cloud Computing and Software as a Service (SaaS) The UK and Europe B2B marketing organizations are leading many other regions of the world on this third trend, which is the adoption of Cloud Computing and Software-as-a-Service (SaaS) applications (King, 2010)
This trend is also accelerating due to the successful integration of channel selling strategies with value-based selling techniques (Alderete, 2010). Google has in fact begun work on channel programs in the UK and Europe to further sell their enterprise solutions as well (Quicke, 2009)
All of these aspects of the trend of social networking and Web 2.0 technologies are also completely redefining customers' expectations for service responsiveness and support (Raddats, Easingwood, 2010)
In several B2B marketing organizations the accuracy of the quote is also their responsibility, as marketing manages all new business development (Raddats, Easingwood, 2010). B2B marketing experts are now predicting that given how process-centric the roles of marketers will be in the future, that the new era of the marketing technologist continues to emerge since the last decade (Swindley, 2002)
Figure 6, Analytics and BI Show Growth Despite the Recession, illustrates how the EMEA market continues to lead the B2B industries globally in the adoption and use of these technologies to track marketing strategy performance. Figure 6: Analytics and BI Show Growth Despite the Recession Analytics and Business Intelligence (BI) are also being used to unify the value chain of B2B-based businesses (Trkman, McCormack, Oliveira, Ladeira, 2010)
Figure 1: Purchase Experience Loyalty Drivers Based on analysis of: (Alderete, 2010) (Bacheldor,2003) Value-based selling is also highly effective for mitigating customer churn as it provides a more effective approach to customer listening than any price-driven approach can potentially deliver (Wright, Riebe, 2010). While the recession brought the need for value-based selling to the forefront of many industries that rely on becoming the trusted advisor to gain additional sales, its use has accelerated sales cycles due to greater levels of communication (Zolkiewski, Lewis, Yuan, Yuan, 2007)
In selling to this segment, it is imperative to not just sell at them, but to educate them through a series of useful interchanges. One of the most critical areas of all for these professionals is knowledge of Software-as-a-Service (SaaS) and cloud computing, and how it relates to the financial performance of their organizations (Jacobs, 2005)