Pii: S0963-8687(99)00012-8
نویسنده
چکیده
Small businesses have largely failed to embrace electronic commerce with the exception of Internet start-up companies based entirely on electronic commerce. The most visible electronic commerce successes to date have been in the business-to-consumer area, from firms selling smaller ticket items not requiring extensive post-sales support. This article presents the case of a small French firm selling software products to businesses, both large and small, and the challenges it faces as it grows globally through electronic commerce. The purpose of this case study was to examine the major obstacles facing a small firm engaging in global business-to-business electronic commerce and to offer some insights into how the small firm can effectively manoeuver in the global electronic market. Several important issues emerge from this study, including: (1) the importance of post-sales support; (2) the ability to physically grow globally; (3) the role of image in a virtual environment; and (4) the awareness of the primary client. In particular, the post-sales service function is among the most pending issues. The case illustrates the need for the effective development and maintenance of virtual partnerships to handle various phases of the marketing cycle. q 1999 Elsevier Science B.V. All rights reserved.
منابع مشابه
Virtual partnerships in support of electronic commerce: the case of TCIS
Traitement Cooperatif et Integration des Systems (TCIS) is a Paris-based firm offering various software that can be described as middleware to interface between AS/400 machines and Windows. TCIS was founded in 1990 by Mr. Serge Charbit, the owner, president, and CEO. Prior to forming TCIS, Mr. Charbit worked as systems engineer at Hewlett-Packard's Center of Development in France in the 1970s b...
متن کاملThe relative success of alternative approaches to strategic information systems planning: an empirical analysis
متن کامل
International NGOs: networking, information flows and learning
.................................................................................................................................... 1 A. INGO DEVELOPMENT AND CONTEXT................................................................................ 2 B. ADVOCACY, ACCOUNTABILITY AND LEARNING: NETWORKING AND INFORMATION STRATEGIES........................................................................
متن کاملPii: S0963-8687(99)00020-7
Information technology (IT) organizations are facing important challenges. They must respond to new technologies and business applications and at the same time provide quality services that satisfy the present needs of their client organizations. The Chief information officer (CIO) of a Danish financial institution experienced increasing problems with internal recruitment of managers with suffi...
متن کاملذخیره در منابع من
با ذخیره ی این منبع در منابع من، دسترسی به آن را برای استفاده های بعدی آسان تر کنید
عنوان ژورنال:
دوره شماره
صفحات -
تاریخ انتشار 1999