Strategies for B2B electronic markets : delivering business value to buyers and sellers

This paper discusses the key elements of effective and successful strategies for organisations engaging in Business-to-Business (B2B) Electronic Markets. Existing literature have concentrated on developing schemas for categorising B2B Electronic Markets, and evaluating the innovative business models they employ, with less focus on understanding the business value of B2B Electronic Markets from a multi-stakeholder, business strategy perspective. In the present business climate, business managers and executives are keen to discover strategies to maximise performance improvements associated with ICT adoption. Based on case studies of B2B Electronic Markets, this paper discusses the importance of (i) creating and distributing business value among the various stakeholders, (ii) determining a pragmatic approach for engaging in B2B Electronic Markets, and (iii) managing the transformation of business processes associated with B2B Electronic Markets. The study contributes to practice and research by presenting rich empirical insights into the operations ofB2B Electronic Markets, and providing suggestions for future research in the topic area.

Acknowledging risks when deciding to outsource business processes : the case of data theft

Outsourcing is generally framed in terms of benefits and cost savings, rather than risks. One important risk is “data theft”. This paper draws upon a longitudinal study into IT and business process outsourcing to present a theoretical model incorporating risk. Sources include qualitative interviews with purchasers, non purchasers, and vendors of outsourced business process services. It concludes that data theft is an under-acknowledged risk in all business process outsourcing (BPO), but is higher for offshore outsourcing. This risk may be mitigated, but when factored into the business case can invalidate typically small cost savings. In acknowledging and adequately costing this risk, decision-makers may find BPO, particularly where offshore vendors are involved, less attractive.

Moving from a web presence to e-commerce : the importance of a business-web strategy for small-business owners

More than half of small businesses in Australia (57%) use a website to promote their business. Having an effective website is an important step for small business owners moving towards e-commerce. The research suggests that once a business has a clear online strategy through a website they are more likely to move to e-commerce. While many small business owners have a business strategy, it is often the case that this strategy does not include their Web presence. This paper describes the results of interviews with small business owners and assessment of their websites. We identify elements that are important for small business owners developing a business-Web strategy. The research indicates that many owners see their websites as little more than an advertising medium and few are ready for the move to e-commerce. Identifying the level of maturity of a small business owner's business-Web strategy however can help us understand how prepared a small business owner is to move to e-commerce.

Experience as a moderator of involvement and satisfaction on brand loyalty in a business-to-business setting 02-314R

This paper examines the relative influence of two key antecedents of brand loyalty—satisfaction and involvement and the moderating role of experience, using a sample of business buyers. The central argument of this paper is that the strength of the effect of these variables on attitudinal brand loyalty will vary with the level of customer experience with purchasing the service. Building on previous research which examined low-risk, customer product settings [Kim, J., Lim, J.S., & Bhargava, M. (1998). The role of affect in attitude formation: A classical conditioning approach. Journal of the Academy of Marketing Science 26 (2): pp. 143–152; Shiv, B., & Fedorikhin, A. (1999). Heart and mind in conflict: The interplay of affect and cognition in consumer decision-making. Journal of Consumer Research 26: 278], this study shows that for a high-risk setting, involvement with the service category will be more dominant in its influence on brand loyalty than satisfaction with the preferred brand. Furthermore, it was found that experience moderated the influence of involvement and satisfaction on attitudinal brand loyalty for a high-risk business-to-business service. This study provides new insights into the theory and practice of buyer behavior and business-to-business brands.

From websites to portals: success factors For business community portals

Many Governments are using funding initiatives to encourage businesses, particularly small businesses to adopt e-commerce technology. One currently popular approach in Australia, has been to fund internet portal developments with a specific community or business focus. The success of such portals however, as with many Web developments has been mixed. This paper reports on the establishment of a B2B portal in Australia. The paper explores issues and expectations from the perspective of the business people involved. A survey was conducted amongst the participants of the portal shortly after it was launched. Then follow-up interviews were conducted with business owners 2 years later just before the portal closed. The researchers sought to understand what the business community expected from the portal and to identify what factors contribute to success. The research found that in addition to the factors identified through the literature that, technological readiness of business owners, understanding the business community, realizing business value and managing participant’s expectations are also factors impacting on success. A model is proposed to describe the success factors.

Web site information design: what small business needs to know

Designing and maintaining websites can be costly for small business, therefore the decision to embark on a Web strategy should not be taken lightly. Critical to the success of a web site is its design. Most small business web sites focus on information provision yet for many it would appear there is a lack of understanding of how to design a web site that delivers information effectively to users. This paper presents research that examined the effectiveness of small business web sites from the perspective of users. Findings indicate that: users found many sites contained too much irrelevant information; users were critical of sites where not enough information was provided; how the text is organised is important; and, the quality and quantity of information provided on the websites and the display and size of the text influenced the ability of users to complete the task and not be frustrated. The paper concludes with recommendations on more effective information design.

Purchase commitments : Big business bias or solution to the 'neglected diseases' dilemma?

Miniscule research resources are allocated to researching the diseases of developing countries such as malaria, tuberculosis (TB), dengue fever, river blindness, Chagas disease and leishmaniasis, and the strains of HIV prevalent in Africa. Plainly, the patent system and the commercial model of drug research fail to respond to the needs of the poor for the simple reason that the poor exercise little purchasing power. But pressures are mounting on governments and corporations to tackle the ‘neglected diseases’ calamity. An important argument in an intense global debate is that corporations would respond to the needs of developing countries if the diseases of the poor could be made profitable. This is the idea developed by Kremer and Glennerster in a crisply written book, Strong Medicine: Creating Incentives for Pharmaceutical Research on Neglected Diseases.

Using multimedia concept maps to enhance the learner experience in business law

Students’ learning experience can be affected by difficulties in understanding the interrelationships between concepts and also between topics. Concept maps have been used in many disciplines (Kremer & Gains, 1996) to structure information and express relationships between them. Their holistic approach with multiple pathways through the learning resource can make relationships and linkages between topics and subtopics obvious, and contribute to a meaningful and positive learning experience. This paper outlines the development and formative evaluation of two hypermedia concept maps which led to the development of a series of eleven concept maps to enhance the learning experience of students in a first year undergraduate business law unit.

As part of the Stage 1 formative evaluation, two concept maps were developed together with supporting multimedia resources and trialled on the learners. Feedback was also obtained from technical staff. This phase was designed to assess and control the quality of the learning resource as well as the impact it had on the learning experience. The paper closes by discussing how information gained in Stage 1 was used in Stage 2 as a basis to modify the initially trialled maps and to develop the other supporting maps.

A longitudinal study of the commitment to business ethics of corporate Australia

This paper compares the results of a longitudinal study of ten years, conducted at five yearly intervals, from 1995 to 2005. The aim of the study was to examine the commitment to business ethics of the top 500 Australian companies. Primary data was obtained via a self-administered mail questionnaire distributed to a census of the top 500 Australian companies. This paper examines those responses that indicated that their company possessed a code of ethics. The paper finds that business ethics has continued to evolve and that, in most cases, such evolution has been positive. It would seem that codes of ethics have moved beyond a regulatory requirement and are now considered an integral component of corporate culture and commercial practice in many of Australia's top companies.