Abstract
Objectives: To analyze the case of SMEs from the South of the Aburra Valley in Colombia, how the use and knowledge of electronic commerce, could support boosting in their sales and strategic position in the market. Methods/Statistical Analysis: The Chamber of Commerce Aburra Sur conducted a survey with 32 questions to 149 companies affiliated to it. These results are analyzed with descriptive statistics with the use of module Centurion XVI of Statgraphics and considering the most important behaviors of the SMEs face to e-commerce tool. Findings: The qualitative and quantitative analyze, showed that the SMEs of this region belong primarily to the commercial and service sector; they are classified among small companies and have a website. However, analysis showed that they are not using the webpage to increase sales, but just as a platform to be known by consumers. Application/Improvements: Finally, the lack of knowledge about electronic commerce represents an opportunity for the implementation of training programs for the effective use of electronic commerce from the affiliated companies. Keywords: E-commerce, Emerging Countries, Online Sales, Sales Potentialization, Small and Medium Enterprises – SMEs
Highlights
Due to the accelerated growth of world markets, to the hyper information of consumers and the great influence of information and communication technologies in international operations, e-commerce has become one of the main drivers of sales, of the large companies, and of the small and medium companies
The analysis of the information compiled by the Chamber of Commerce of the South of the Valley shows, on the one hand, how the creation of the web page is not a priority within the small companies; this does not mean that it is not important, but rather that there are other aspects that may be more relevant in the short term
SMEs recognize the importance of the electronic commerce and the majority of them manifest that they have a website; it is not being used to boost sales, mainly due to the lack of knowledge of the use and application of these tools
Summary
Due to the accelerated growth of world markets, to the hyper information of consumers and the great influence of information and communication technologies in international operations, e-commerce has become one of the main drivers of sales, of the large companies, and of the small and medium companies. The electronic commerce has experienced a notorious growth, migrating to the figure of a simple portfolio of products or services with a shopping cart, to become a promoter of new businesses and markets to attend. The first is called Business to Business (B2B), which according to the definition of (Human Level, nd)[2] are those types of business in which the transactions of goods or services are established between two companies (business to business) and refers to large part to wholesale trade, it applies to the provision of services and consumption of content.
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