Match!

Making Business-to-Business International Internet Marketing Effective: A Study of Critical Factors Using a Case-Study Approach

Published on Dec 1, 2006in Journal of International Marketing3.375
· DOI :10.1509/jimk.14.4.87
Riyad Eid17
Estimated H-index: 17
(University of Wolverhampton),
Ibraheem Elbeltagi2
Estimated H-index: 2
(Mansoura University),
Mohamed Zairi48
Estimated H-index: 48
(University of Bradford)
Abstract
Abstract The recent phenomenal growth in business activities dependent on the Internet has demonstrated that various potential advantages could be derived from using information and communication technology platforms. The Internet has enabled firms to reach out to global markets and has provided them with the opportunity to customize their strategies and offerings in an unprecedented way. These recent developments provide an exciting opportunity for research to study the dynamics involved in international Internet marketing (IIM) and, in particular, to examine closely the factors that could influence success in using this new technology for IIM activities. Using a business-to-business context and a multiple-case-study approach, this article focuses on two main areas of study: (1) the critical examination of the literature and identification of the most important factors that have a significant influence on business-to-business IIM and (2) the first-hand verification of how the identified factors are imple...
  • References (50)
  • Citations (27)
📖 Papers frequently viewed together
155 Citations
30k Citations
78% of Scinapse members use related papers. After signing in, all features are FREE.
References50
Newest
ABSTRACT Business-to-Business International Internet Marketing (B2B IIM) has emerged as one of the key drivers in sustaining an organisation's competitive advantage. Market entry and communication via the Internet have affected the dynamics and traditional process in B2B commerce. The critical question for companies today is what should be done to find leverage points that could result in greater success of this kind of business and how are market-oriented activities affected by the use of the i...
7 CitationsSource
#1Sandeep Krishnamurthy (UW: University of Washington)H-Index: 18
#2Nitish Singh (CSU Chico: California State University, Chico)H-Index: 25
Purpose – International e‐marketing is emerging as an important area for marketers, as global online markets expand. This special issue is an attempt to encourage, showcase, and guide research in the area of international e‐marketing.Design/methodology/approach – In the editorial, Introduces the international e‐marketing framework (IEMF) as a guiding template for future research in international e‐marketing.Findings – The IEMF should help shape scholarly inquiry in the domain of international e‐...
42 CitationsSource
#1Jagdish N. Sheth (Emory University)H-Index: 54
#2Arun Sharma (UM: University of Miami)H-Index: 35
Purpose – E‐marketing is growing at a dramatic pace and is significantly impacting customer and business market behaviors. As a result, most firms have started developing e‐marketing strategies for the web. However, the evolution and strategic direction of e‐marketing strategies in international environments has not been discussed and is the focus of this paper.Design/methodology/approach – In this paper, the authors examine two issues based on extant literature and our previous research in this...
111 CitationsSource
#1Rajshekthar G. Javalgi (CSU: Cleveland State University)H-Index: 34
#2Charles L. Martin (WSU: Wichita State University)H-Index: 20
Last. Patricia R. Todd (Lubrizol)H-Index: 9
view all 3 authors...
Advancements in information and communication technologies have created unprecedented opportunities to services providers in both developing and developed countries. The service sector represents one of the fastest growing areas of exports in the global trade. The Internet and e‐commerce make it possible to sell a variety of services, ranging from airline tickets to financial services, from anywhere in the world, around the clock. International delivery of services through electronic means is cr...
78 CitationsSource
#1Shannon Sue Scullin (NJIT: New Jersey Institute of Technology)H-Index: 1
#2Jerry Fjermestad (NJIT: New Jersey Institute of Technology)H-Index: 24
Last. Nicholas C. Romano (College of Business Administration)H-Index: 4
view all 3 authors...
Marketing concepts and definitions have remained relatively unchanged until recently. Electronic customer relationship management (eCRM) has forced marketing managers to reevaluate how, when and to what extent they interact with their customers. This paper is focused on the role of specific marketing concepts and how eCRM has enhanced or altered each concept. Every topic discussed is illustrated with current business examples. Several examples from the business trade press are used to illustrate...
84 CitationsSource
Discusses the death of marketing and provides evidence to the contrary that marketing is far from dead – or dying. Discusses the implications of the role of marketing both in the online and offline world. Accepts that marketing may be in need of realignment to reflect contemporary marketing practices.
18 CitationsSource
#1Anna Morgan-Thomas (Glas.: University of Glasgow)H-Index: 7
#2Sue Bridgewater (Warw.: University of Warwick)H-Index: 9
The advent of the Internet has created the possibility for exporters to serve international markets using virtual export channels (VECs). This paper identifies the factors that influence success in using these new channels to export markets. The paper suggests that how well firms use the technology is more important than what they use it for. Investment and commitment to the Internet influence successful implementation. Moreover, firms with an existing export sales capability fare better in usin...
76 CitationsSource
#1Nitish Singh (CSU Chico: California State University, Chico)H-Index: 25
#2Olivier Furrer (Radboud University Nijmegen)H-Index: 18
Last. Massimiliano OstinelliH-Index: 1
view all 3 authors...
With the growth of worldwide e‐commerce, companies are increasingly targeting foreign online consumers. However, there is a dearth of evidence as to whether global consumers prefer to browse and buy from standardized global web sites or web sites adapted to their local cultures. This study provides evidence from five different countries as to whether global consumers prefer local web content or standardized web content. The study also measures how the degree of cultural adaptation on the web aff...
75 CitationsSource
#1Riyad Eid (University of Wolverhampton)H-Index: 17
#2Myfanwy Trueman (University of Bradford)H-Index: 17
Business‐to‐business international Internet marketing is one of the key drivers in sustaining an organisation’s competitive advantage. The challenge for organisations today is to understand the factors that play a critical role in utilising Internet capabilities and their implications on business strategic objectives to enable them to compete successfully in the electronic age. Proposes 33 critical factors classified into five categories and validated empirically through a sample of 123 UK compa...
64 CitationsSource
#1Minna Mattila (University of Jyväskylä)H-Index: 11
#2Heikki Karjaluoto (University of Oulu)H-Index: 28
Last. Tapio Pento (University of Jyväskylä)H-Index: 5
view all 3 authors...
Finland is a world leader in electronic banking, and over 39.8 percent of all retail banking transactions were made over the Internet in August 2000. Using the data of a large survey, we analyzed mature customers’ Internet banking behavior. Internet banking was the third popular mode of payment among mature customers. Household income and education were found to have a significant effect on the adoption of the Internet as a banking channel, so that over 30 percent of wealthy and well‐educated ma...
258 CitationsSource
Cited By27
Newest
Increasing digitalization in highly globalized world economies has seriously changed the international business landscape, creating plenty of opportunities but also challenges for firms. This article provides an analysis of the various organizational resources and capabilities required for supporting international marketing strategies, as well as explains the new situation that international marketers have to confront in terms of foreign customer attitudes and behavior, competitive practices, an...
Source
Purpose: The social media have enabled companies to reach out to global markets and provided them with the opportunity to customize their strategies and offerings in an unprecedented way. Given the scant empirical evaluation of social media use in the SMEs Business-to-Business (B-to-B) context, this paper aims to offer a comprehensive description of the antecedents and consequences of social media use in international B-to-B Small and Medium-sized Enterprises (SMEs) and the way in which this use...
Source
Abstract In this chapter, the authors undertake a systematic review of the literature to identify research exploring the use of new information and communication technologies (ICT). New ICT include the use of the Internet, mobile communications, and social technologies. The authors find that while interest in the area is increasing, especially among marketing and information systems scholars, there seems to be far less research interest among international business (IB) and strategy scholars. Th...
Source
#1Da Huo (CUFE: Central University of Finance and Economics)H-Index: 1
#2Ken Hung (TAMIU: Texas A&M International University)H-Index: 7
Last. Xu Xiaoli (CCDC: Chinese Center for Disease Control and Prevention)
view all 4 authors...
This research analyzes country of origin and online promotional strategy in cross-border e-business of consumer products. This research reveals the network of products involved in online promotions in cross-border e-business markets, based on country of origin, promotional strategies, cultural differences, and product attributes. The relationship between sales performance of online promotions and similarities of products is analyzed based on the Moran and Geary indices. The quality management of...
Source
#1Da Huo (CUFE: Central University of Finance and Economics)H-Index: 1
#2Rihui Ouyang (CUFE: Central University of Finance and Economics)
The e-business market has experienced a speeding development at emerging market. This research aims to identify the corporate-level factors that influence decisions of pursuing an internationalization strategy at e-business companies from emerging market, based on the study of Chinese e-business companies. The Probit model and General Estimation Equation (GEE) estimation are performed to analyze the effect of corporate-level factors on the decisions of internationalization strategy, and the Heck...
Source
The aim of the study is to conduct a content analysis of services marketing within business-to-business context that were published between years 1996-2014. A qualitative approach was used and content analysis was conducted on 71 articles from 24 journals in this study. Firstly, thematic investigation was conducted, and then coding process was completed. According to the results of content analysis, top research topics are determined based on services marketing and business-to-business context. ...
Source
#1Ying-Yu Kerri Chen (NDHU: National Dong Hwa University)H-Index: 1
#2Yi-Long Jaw (NTU: National Taiwan University)H-Index: 5
Last. Bing-Li Wu (NTU: National Taiwan University)H-Index: 1
view all 3 authors...
Purpose – The purpose of this paper is to examine the effect of the pilot implementation of an industry-specific web portal as an IT resource on textile SMEs organisational performance. Using a resource-based perspective, portal delivery functionalities, considered as non-physical IT resources, are analysed using the dimensions of portal usefulness, portal interface, and service-oriented portal functions on SMEs users’ perceived outcomes of organisational performance. Design/methodology/approach...
8 CitationsSource
#1Roland Helm (University of Regensburg)H-Index: 14
#2Stephanie Gritsch (University of Regensburg)H-Index: 1
The degree of adaptation or standardization of the marketing program is critical in international business ventures. However, findings within this important research field and, consequently, implications for practice remain contradictory and confusing. The purpose of this paper is to examine determinants of an international marketing-mix strategy within a specific business-to-business context that includes the effects of uncertainty. Is the degree to which the marketing program is adapted or sta...
28 CitationsSource