Managing business‐to‐business relationships throughout the e‐commerce procurement life cycle

Norm Archer (Norm Archer is a Professor of Information Systems in the Michael G. DeGroote School of Business at McMaster University, McMaster University, Hamilton, Ontario, Canada.)
Yufei Yuan (Yufei Yuan is a Professor of Information Systems, both in the Michael G. DeGroote School of Business at McMaster University, McMaster University, Hamilton, Ontario, Canada.)

Internet Research

ISSN: 1066-2243

Publication date: 1 December 2000

Abstract

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.

Keywords

Citation

Archer, N. and Yuan, Y. (2000), "Managing business‐to‐business relationships throughout the e‐commerce procurement life cycle", Internet Research, Vol. 10 No. 5, pp. 385-395. https://doi.org/10.1108/10662240010349390

Download as .RIS

Publisher

:

MCB UP Ltd

Copyright © 2000, MCB UP Limited

Please note you might not have access to this content

You may be able to access this content by login via Shibboleth, Open Athens or with your Emerald account.
If you would like to contact us about accessing this content, click the button and fill out the form.
To rent this content from Deepdyve, please click the button.