Moreover, it extends both TAM and IDT to find out factors that affect relative advantage, ease of use and compatibility of using the Internet for B-to-B marketing activities. As the authors retain the copyright to their chapters, only they have the right to use or distribute their chapter. A set of additional measures suggested by various researchers for evaluating causal models also is examined. In this article, we document the role of the Internet in business-to-business marketing and identify market-oriented activities that are affected by the use intensity of the Internet. However, market entry and communication via the Internet have affected the dynamics and traditional process in B2B commerce. Is there a general trend toward downsizing direct sales forces in a climate of advancing B2B sales technologies? The internet and its associated technology has provided an economical and efficient way for organizations to create an additional e-commerce activities to … Stay connected to the Institute's B2B academic community where research is directly applied to business marketing strategies and practices. Social media is now considered as one of the major components of a business-to-business marketing strategy. The Internet … The aim of this article is to present this new marketing perspective which is shaped by information technologies within the scope of innovations in marketing activities and functions based on a literature research. Thus, the purpose of this study is to investigate the effects of the use of the Internet on business-to-business marketing … The impact of social media on B2B marketing. Originality/value Generating more or less sales per representative? More specifically, the chapter will address questions such as: How is the Internet altering the mix of selling activities and the stages or steps of the traditional industrial selling process, and under what conditions? Is the Internet leading to more or less use of (virtual) team selling and in what kind of markets and environmental conditions? Will large multinationals lose the advantages of size, while small start-ups leverage the technology and be-come big players internationally? 29 The impact of the Internet on B2B sales force size and structure Murali K. Mantrala and Sönke Albers Since its commercialization in the mid-1990s, the Internet has become one of the … How is the Internet altering B2B sales force recruitment & training, and compensation strategies? The authors present a three-phase process which they believe successfully engages top management in information technology (IT). Nowadays, information is a tool that provides strategic and competitive information that supports strategic marketing decisions through accurate, valid and reliable information. The transition from a reliance on traditional, outside sales forces to a concomitant use of inside sales personnel produces hybrid sales structures that can accommodate online buyer–seller interactions and also leverage technological advances in sales automation and business intelligence to boost sales performance. “The impact of COVID-19 on the world and on B2B marketing will be felt throughout 2020” Some key survey findings include: 72% project overall 2020 B2B marketing budgets will increase, stay … How should optimal B2B sales force sizes be determined in the Internet age? The Impact of Technology on B2B Sales and Marketing Grace B2B , Big Data , IoT , Marketing , News Trends , Technology May 13, 2020 The proliferation and adoption of technology … In this article, we document the role of the Internet in business-to-business marketing and identify market-oriented, In this paper we present some preliminary results from a major Internet survey which examined the use of the Internet in a firm's marketing strategies. The goal is to suggest propositions, frameworks, and directions for future practice and research. However, the use of information and communication technologies (ICT) has also played an important role in the performance of these companies. The Handbook of Business-to-Business Marketing is available from Edward Elgar Publishing and other online book retailers. Previous research has focused on salespeople's motivation to work harder. Enrpirical Tcst o1'Competitivc Etfccts. Athens University of Economics and Business, Environment of Internet Marketing and Experiential Marketing in Indonesia Context: Small and Medium Enterprises (SMEs) Purchase Intentions, The Importance and Place of Information Technology in the Changing Marketing Concept * Değişen Pazarlama Kavramında Bilgi Teknolojisinin Önemi ve Yeri, The Impact of ICT on Supply Chain Agility and Human Performance. Thanks to globalisation, our world is shrinking. For maximizing your business impact and B2B marketing ROI, there are a number of LinkedIn marketing products and features you can take advantage of to reach and engage the right … Findings Yet, there is a lack of systematic empirical evidence regarding the marketing activities that are affected by the use of the Internet, and their consequent performance outcomes. Similarly,Culllllingham and Tynan[16]sustain that CICc―, tronic technologies(i.e.,the IIatcmet)should be seen as a, key palt of the corporate stratcgies of busincss in tlle. Especially when a recession has universal dimensions, many companies find themselves unprepared to face great challenges. According to surveys it was the "no-c-levels" that had the greatest impact on the purchase of B2B … Finally, results indicate that supply chain agility and the performance of human resources are directly linked to the use of information and communication technologies. shum.huji.ac.i1/-1cmc/volL/issuc3ivolIno3.html. Speciflc conditions that characterize industnal lnarkets, customers,oftcn makes accountability(i.C.,pcrfollllance, measurcment)of celtain sales managemcnt ac覇, quitc stringent task Upon this matter, Churchill et al_, [26]argued that perfonnance is behavior evaluated in, temns of its contributions to the gOals and o●, the organization Thus,pcrfolnance of sclling and mar―, keting ef3orts often is judged on thc basis ofâ–, sales,but also on othcr criteria that arc esscntial to busi―, sales lcads and illlprOvemcnt of customer rclationships_, In the salne spirit,Bondra and Davis[27]state that thc, mcasures ofthe IT(ic,the lntemet)perfOrmance should, be closely lilllced to thc ottCCtiVes that wcrc to bc, achieved through its applications by the salcs and mar―, keting dcpaltrncnts The lntcmet is an out¨ directcd IT, that can bc uscd both as a dircct salcs channel and as an, interactivc communications tool(iC,Salcs force and, marketing tool)Thus,it inay affect salcs performance in, ):and(b)indirectly,through eJlancing interorga―, nizational relationships and ilnplcmcnting sales leads, coopcration[3, 8, 12, 32] Indeed,the out―, (1.e.,thC Intemct)can fOStCr a gencral shift from alâ–, reduced conflict and norllls of IIluttlal trust and infonna―, tion sharing can be expccted[5,36,37]For instancc,the, lntcmct rnay provide an information infrastrtlcture that, generates positive extemalities; it may not only reduce, thc costs of communicating and transacting, but also, makc intemal databascs availablc for sha五, dors and customers, promoting interf1111l conaboration, and relationships[3,5,28,29]_As a mattcr of coursc,the, lntemet inay have spi1lovcr cfliects to the entirc supplier, basc that can be exploitcd to improve cxchange relation―, ships and gcnerate sales leads Thus,it is hypothesizcdi. Abstract . However, research of these developments and their implications as well as systematic reviews by B2B marketing scholars are sparse. Is the Internet leading to more or less outsourcing of the sales function? By function? Taking the electronics manufacturer’s perspective, this study took a resource-based view to propose that NPD activities are affected by IT advancement and that IT-based supply chain architecture is a critical resource that ultimately affects new product performance. Explore the behaviors of B2b suppliers in using the Internet to support their commercial activities. The Internet has been the favorable theme for numerous studies and reports, during the last decade. Many researchers have stressed the grcat compctitivc, advantagc ofthe lntemet to bc uscd as an cfflcicnt mar―, as a tool for facilitating sales force effolts,thuS lcading to. THE IMPACT OF THE INTERNET ON B2B SALES FORCE SIZE AND STRUCTURE . New technologies like 'software as a service', cloud computing, ‘Sales 2.0’ etc., continue to emerge at a dizzying pace, each promising to transform and/or improve the traditional functi… However, these studies have not explained how the IT-based supply chain achieves this superior performance. … However, this statistic is apparently not chi square distributed for more complex models when samples are relatively small, and will reject the hypothesized model too often. the impact of the commercial use of the Internet on busi-ness-to-business organizations performance. What assumptions and objective functions are realistic for formulating models for the optimal allocation of marketing resources across web-based and direct sales channels? Is the Internet leading to, on average, salespeople handling more or less customers? It is true that C-levels finally sign the contract, but no longer take decisions on their own. salcs lcads,and customcr rclationship improvcments. Some studies have suggested that a supply chain augmented with information technology (IT) has a positive effect on performance in the marketplace. :'lhcN{arketinginlnlornrationRevoiution,in, Ceorgc: Thc Role ofDependence Balancing. How is the mix of marketing investments across multiple sales channels including web-based and sales rep-based channels as well as call-centers changing? What is the general trend in B2B firms’ investments in Internet-based sales technologies and what are the determinants of variation in the patterns of these investments? Because the Web presents a fundamentally different environment for marketing activities than traditional media, conventional marketing activities are becoming transformed, as they are often difficult to implement in their present form. Rather than the traditional generalist sales forces organized by geographic territory, are sales forces become more specialized by product? [13, 17]. Two-thirds of B2Bs from the tourism and hospitality category said they … Effective Internet usage to manage Business-to-Business commerce. They do this with very strong participation from young people who look up information on the Internet. sales-driven and reactive. Therefore, this chapter analyzes three latent variables in order to know the importance of ICT in both supply chain agility and the performance of human resources. Business-to-Business International Internet Marketing (B2B IIM) has emerged as one of the key drivers in sustaining an organisation's competitive advantage. This research presents a comprehensive review in this field. Extending TAM and IDT to Predict the Adoption of the Internet for B-to-B Marketing Activities, Exploring the Mediating Role of Interactivity Between Content Engagement and Business Performance in a Mobile-Marketing Strategy: A Quantitative Research in a Business-to-Business Context, Strategizing SCM-M Interface Using DeLone and McLean Model of IS Success and Fuzzy Cognitive Maps: Perspectives on E-Commerce Success, Effects of IT-based supply chains on new product development activities and the performance of computer and communication electronics manufacturers, Identifying Popular Online News: An Approach Using Chaotic Cuckoo Search Algorithm, Hybrid sales structures in the age of e-commerce, Relationships in Business to Business Marketing, Engaging top management in information technology, Sample Size Effects on Chi Square and Other Statistics Used in Evaluating Causal Models, Recent Developments in Structural Equation Modeling, Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation, A Path Analysis of Causes and Consequences of Salespeople's Perceptions of Role Clarity, Management Science in Industrial Marketing, Internet usage of B2B suppliers in the packaging industry. 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