Entrepreneurial firms as suppliers in business‐to‐business e‐commerce

Abstract

Business‐to‐business (B2B) e‐commerce activity provides many growth opportunities for firms willing to explore this new approach. While B2B is often considered the domain of larger firms, the potential benefits of access to new clients, access to new global markets, and product line expansion are of particular importance to entrepreneurial suppliers. This article examines these benefits, as well as various mistakes an entrepreneurial firm may make in pursuing B2B e‐commerce. From this discussion, we recommend five action steps a firm should take to reap the tremendous benefits of supplying through a B2B network.

Citation

Mullane, J.V., Peters, M.H. and Bullington, K.E. (2001), "Entrepreneurial firms as suppliers in business‐to‐business e‐commerce", Management Decision, Vol. 39 No. 5, pp. 388-393. https://doi.org/10.1108/00251740110395679