Managing business‐to‐business relationships throughout the e‐commerce procurement life cycle
Bibliographic Data
| ID | 12420717 |
|---|---|
| Authors | Norm Archer (0000-0003-4666-9570, McMaster University, corresponding author), Yufei Yuan (0000-0002-8388-8433, McMaster University) |
| Year | 2000 |
| Volume | 10 |
| Issue | 5 |
| Pages | 385-395 |
| Publication date | 2000-12-01 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Internet Research (JOURNAL) |
| Journal identifiers | ISSN: 1066-2243 • E-ISSN: 2054-5657 |
| Publisher | Emerald Publishing Limited (PUBLISHER • GB) |
| DOI | 10.1108/10662240010349390 |
| OpenAlex | W2071497929 |
| Language | EN |
| Citations received | 4 |
| References cited | 20 |
E‐commerce technologies provide effective and efficient ways in which corporate buyers can gather information rapidly about available P/S (products and services), evaluate and negotiate with suppliers, implement order fulfillment over communications links, and access post‐sales services. From the supplier side, marketing, sales, and service information is also readily gathered from customers. Building and maintaining customer relationships is the key to success in e‐commerce and, unless service is maintained, customer loss may result, more than offsetting any cost efficiencies due to introducing e‐commerce technology. Since the core of e‐commerce is information and communications, support for managing customer relationships is available to those who know how to use it. Discusses how technology can be used to encourage and facilitate customer‐business relationships. Shows through a customer relationship life cycle model how the management of related procurement functions in customer companies can adjust to take advantage of these relationships
Business · Customer advocacy · Customer intelligence · Customer Relationship Management · Customer retention · Customer to customer · Order (exchange · Order fulfillment · Process management · Procurement · Service (business · Service quality · Supply chain · Customer Service Quality and Loyalty · Information Technology Governance and Strategy · Outsourcing and Supply Chain Management · Marketing
| Citations per year | 0.15 |
|---|---|
| Citation span | 2000 - 2022 (23) |
| Highly cited | No |