Their titles include Chief Information Officer (CIO), Director of Information Technology (it), and Vice President, Computing Infrastructure. These are the most common titles that are seen in empirical studies of the B2B market segments' buying processes for ERP systems (Lindley, Topping, Lindley, 2008) (Shin, 2006)
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). There is also a critical need for understanding and gaining mastery on how entire series of cloud platforms are used for managing an entire enterprise as well, specifically in the area of virtualization and cloud-based performance management (Mladenow, Kryvinska, Strauss, 2012)
These are the most common titles that are seen in empirical studies of the B2B market segments' buying processes for ERP systems (Lindley, Topping, Lindley, 2008) (Shin, 2006). These executives are given the responsibility of making it systems a strategic platform for the future growth of an enterprise (Nejmeh, 1994) and are also often highly skilled in the development of complex costing and pricing models to measure the Return on Investment (ROI) of specific it initiatives (Lindley, Topping, Lindley, 2008)
Enterprise software segments can also be clearly delineated by the type(s) of software being purchased, including analytics, Customer Relationship Management (CRM), Enterprise Resource Planning (ERP, Supply Chain Management (SCM) and Service Lifecycle Management (SLM). Of these many types of enterprise software, the most clearly defined market segment is Enterprise Resource Planning (ERP) as it is used to unify so many functions across an organization (Shin, 2006)
Overview of E-Commerce Traditionally B2B e-commerce has been more expensive to implement than B2C, in some cases cost-prohibitive when compared to B2C services. Many businesses still use traditional business services including phone and fax to communicate because of these factors (Haley, 2005; Levin, 2000)
This is because there are many differences associated with B2B. For example, web site structure is often more complex, access rights are more restricted, and security is often tighter when considering B2B business transactions (Wilson 2000, Wise & Morrison, 200)
The best marketing approach for creating lasting B2B customer relationships is customer centric marketing." (Hennessey, 2012) According to Hennessey it is important to learn "how to communicate with your B2B sales prospects in order to build initial rapport that will "set the stage for your ability to meet with your potential customers and solidify your relationship that will culminate in a sale and long-term client relationship
(Rauyruen, Miller, and Barrett, nd) There are four different but related dimensions stated to comprise relationship quality in the work of Rauyruen, Miller, and Barrett (nd) and those are stated as: (1) Trust; (2) Commitment; (3) Quality; and (4) Satisfaction. (Kotler, 1994 cited in Rauyruen, Miller and Barrett, nd) According to Aaker (1991) and Heskett, Sasser and Schlesinger (1997) "satisfaction is a key determinant to every level of brand loyalty
In fact, creating the interest that drives an impulse sale is one of the core tenants of B2C marketing." (Leopard, 2006) This is, however to the case in B2B and most specifically decisions involving "some sort of technology
A list of alternatives Jason Jowers contemplated on different pricing decision, and the first strategy was to identify "an exemplary customer from the most viable segment in discussing his proposed pricing strategy." (Sharadwaj, Gordon, 2007, P 3)
The most widely purchased items through electronic media are airline tickets, books, computers, videotapes, and music CDs. (E-business Definitions (B2C, B2B etc
In any of the dealings trust is considered significant. (Harris; Spence, 2002) While managing with ethics in a B2B company and B2C clients there is required to be a major magnitude of trust and liability that is extend to a person or group that manages the Website
The costs and time associated with winning a new customer, especially in a B2B environment, is inordinately higher than keeping an existing customer. Customer retention and loyalty studies have indicated that customers leave a company for one of two reasons, either the customer defects from the company or disadopt the new technology according to (Hogan, Lemon, Libai 2003)
Businesses conducting business with other organizations must be aware of support functions, outsourcing regulations and the extent to which they may be liable for external providers influence on operations (Jacobs & Yudken, 2003). Some companies including China are attempting to provide online dispute resolution services and regulations to help head off any difficulty businesses may have when trying to "do" business with other corporations through websites alone (Hong, 2003)
Global Internet protocols are being established now resulting in more rules and regulations regarding jurisdictional power and liability for businesses offering services to other businesses, especially from a global perspective (Thierer & Crews, 2003). Businesses conducting business with other organizations must be aware of support functions, outsourcing regulations and the extent to which they may be liable for external providers influence on operations (Jacobs & Yudken, 2003)
While some customers assume that most businesses will deal with them fairly, it is important that consumers realize most businesses are in the "business" of making a profit, thus are much more likely to be less stringent with their ethical or moral practices than a business might be if dealing with another business they want to establish long-term relationships with. B2C websites are subject to implied warranty, meaning by the very act of transacting with customers businesses are suggesting their products will perform as specified, or they will deliver on the services they offer as described in a contract or agreement (Thierer & Crews, 2003)
The advantages and disadvantages that are related to Volkswagen are discussed as following. Advantages of developing own e-market place: The advantages of developing an e-marketplace of own company can be identified in terms of time management and integration of processes that are involved in managing supply chain operations (Argoneto, & Renna, 2011)
Moreover the vertical e-marketplaces also help in developing a strategic relationship between suppliers and the buyers. The inventory management processes including the raw materials and finished goods is also improved through these initiatives (Bidgoli, 2004)
Similarly the private e-market places are confined to a single buyer however the suppliers of one or more components are different. These buyers and suppliers are regarded as a long-term business relations for the business intelligence enabled e-marketplaces for single company (Botha, Bothma, & Geldenhuys, 2008)
The businesses are also focused to seek competitive advantage through various means including the supply chain development. Procurement is also denoted as a significant operation to control cost of raw materials and supplies that are critical for business (Saprikis, 2013)