B2B Customers Buying Behavior

Pawłowski, Mieczysław; Pastuszak, Zbigniew

doi:10.17951/ijsr.2016.5.0.19

Cited by 11 publications

(13 citation statements)

References 4 publications

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“…The results demonstrate the use of ABC's proactive digital business growth strategy through software development and the integration of interactive technology tools into the work of their staff. This confirms the findings of other studies in this area: "the use of electronic means of cooperation between the companies continues to grow in strength and dynamics" (Pawłowski & Pastuszak, 2017). Software and applications allow to create added value in the form of the final product visualization.…”

Section: Discussionsupporting

confidence: 88%

Industrial (B2b) Marketing of Glass Companies: Mobile Applications as a Sales Promotion Tool

Koldyshev¹

2020

TSEJ

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The purpose of the paper is a qualitative analysis of mobile applications as a sales promotion tool in industrial (B2B) marketing of glass companies. Industrial marketing of the glass industry is poorly studied in terms of digital technology development and integration as well as mobile applications as tools for digital marketing communications. B2B companies’ digitalization is at the initial stage. Methodology. This research builds on the concepts of digital B2B marketing, the digitization capability of B2B companies, customer relationship building, and customer focus. The research methodology is based on the case study of ABC company and the content analysis of information available on the ABC’s website in the public domain. A content analysis was conducted of the patent for a method for determining the coated glass coating type using an application and a light source. Results demonstrate problems related to digital marketing concepts integration, customer focus, and customer relations formation. The results show an active digital strategy use for the company’s business growth through software development and integration of end product interactive visualization tools. As a result, additional business value is formed: 1) end customer company focus; 2) product knowledge development and B2B services personalization; 3) manufacturers transfer some sales and communication functions to their customers, which solves the problem of staff rotation in the sales subsystem; 4) the application becomes a tool for customer behaviour analysis. Mobile applications complement any traditional product promotion channels. The main domestic industrial market challenge is the poor rate of readiness for digital changes: applications become an effective marketing communication tool only when customers use them. Practical implications. Companies in different industries can use the results to understand real issues of applications integration in marketing strategy and communication. These problems include the digital unpreparedness of the Russian domestic market to accept new technological solutions. Value/originality. This research proves that mobile applications increase sales and is effective if company personnel, end users and B2B customers actively use them. Applications complement traditional B2B marketing channels.

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Section: Discussionsupporting

confidence: 88%

Industrial (B2b) Marketing of Glass Companies: Mobile Applications as a Sales Promotion Tool

Koldyshev¹

2020

TSEJ

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“…It is therefore suggested that the concept of consumer experience, which is so vital for Omnichannel processes, be renamed to reflect the eXperience of the professional buyer (PX: Procurement eXperience), to underline further that we are addressing a professional buying scenario. It should be noted that only one paper on the characterization of the professional Omnichannel buyer has been found [51].…”

Section: Customer Journeymentioning

confidence: 99%

Omnichannel Management in a B2B context: Concept, research agenda and bibliometric review

Alonso-Garcia

Pablo-Martí

Barriopedro

2021

Int J Ind Eng Manag

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“…In a research article it is stated that the differences in how individual consumers and companies purchase a product is characterized as follows 1) Careful consideration, 2) Formal purchasing procedures and a procurement process, 3) cost analysis of transaction, and 4) Personal guidance of a sales representative is needed [2].…”

Section: Corporate Behavior and Expectationsmentioning

confidence: 99%

“…The sales representative is also irreplaceable and still need for the apps-based online transportation service. This could be one of a service differentiation among well-known brand corporation [2].…”

Section: Marketing For Corporate Usersmentioning

confidence: 99%

The Study of Customer Needs of Application-Based Online Transportation in Jakarta

Tamara¹,

Gaspersz²,

Silalahi³

2019

Proceedings of the Proceedings of the 1st Workshop Multimedia Education, Learning, Assessment and Its Implementation in Game An

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The demand for application-based online transportation is increasing, especially for developing countries like Indonesia, especially capital city as Jakarta. This study investigates the reasons for a company to choose the application-based online transportation as their business transportation solution. Furthermore, this study examines the corporate needs and recommends solutions. The research was conducted through a survey of employees and corporate administration staff in Jakarta province. The result of this study finds that companies need a transparent pricing system, on time service, and safety for transportation online provider. The researcher also found that companies did use the transportation online as a substitute for traditional transportation. As there is still big untapped market, it is an interesting market opportunity for transportation online provider to increase their service quality in terms of price, cost and safety.

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B2B Customers Buying Behavior

Cited by 11 publications

References 4 publications

Industrial (B2b) Marketing of Glass Companies: Mobile Applications as a Sales Promotion Tool

Industrial (B2b) Marketing of Glass Companies: Mobile Applications as a Sales Promotion Tool

Omnichannel Management in a B2B context: Concept, research agenda and bibliometric review

The Study of Customer Needs of Application-Based Online Transportation in Jakarta

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