B2B Business Models Research Articles

Blockchains and Triple-Entry Accounting for B2B Business Models

A blockchain is a distributed ledger (DL) that records and tracks of transactions on a P2P network. It was originally designed for cryptocurrencies, but it is now used in healthcare, supply chain management, finance, and many more fields due to its security and trustworthiness. Trust and security are critical factors in any business, and the B2B model is no exception. In businesses, trust becomes more critical when the stakes are higher and the relationships are more complex. Centuries-old Double-Entry Accounting (DEA) is still used as an underlying accounting practice, and its reliability and efficiency are beyond question. But a critical review of DEA reveals that it lacks support for B2B transactions, as the two parties maintain their accounting books without cross-checks and verifications that may lead to an implausible situation. Triple-Entry Accounting (TEA) is an emerging accounting practice introduced in the recent past to overcome the limitations of DEA. It only applies if an outside person or business is involved in a transaction and is not meant to record any internal business transactions. Recording transactions on a blockchain and entering the third transaction via TEA are conceptually the same. The potential of blockchain-based TEA can address the challenges of the B2B business model and overcome some specific limitations of DEA. This study aims to survey the current state of the adaptation of blockchains and TEA in B2B transactions. The methodology used in this study can be classified as exploratory qualitative research and is based on the latest literature on the topics. The findings of this study would deepen our understanding of blockchains and TEA for B2B transactions as they highlight new opportunities and challenges.

Pull Strategy and Digital Marketing Optimization for House of Garment MSMEs as Brand Identity Enhancement by Legality Management, Company Profile and Website Making

The Covid-19 pandemic has hit various sectors including the textile industry, where raw material prices have experienced a significant spike amidst a decline in demand. One of the affected companies is Malabis, a garment house that was established in 2015 in South Tangerang. The company's B2B business model makes their brand known only by word of mouth and grows organically according to the word of mouth concept. When the pandemic started to subside, the company had to adapt from the beginning because the brand identity was relatively shabby. Implementing a pull strategy and digital marketing through social media channels such as websites, creating company profiles, and managing business legality will be a way to improve Malabis' brand identity to optimize sales. The aim of this study is enhancing brand identity to improve sales. The study will be followed through using a qualitative approach with descriptive analysis using data collection models such as in-depth interviews, observation or direct observation, and literature review based on data, facts, and findings in the field. Another thing that will certainly be carried out is starting from reviewing business model canvas, SWOT, Five Forces Model, VRIO Framework, GAP Analysis, and Pareto contributions to get the best solution to the problems being faced and trying to be solved. The research resulting in uplift in the turnover average (41.6%) compared to the previous year. Malabis MSMEs’ overall brand identity has been improved through optimizing the pull strategy and digitak marketing through Instagram channel and Website Creation

Boots on the ground: Foreign direct investment by born digital firms

AbstractResearch SummaryRecent global strategy research on born digital firms (i.e., firms with digital products distributed through digital channels) has paid only limited attention to the role of foreign direct investment (FDI) in the internationalization of such firms. We argue that exploiting digital technologies requires a range of complementary, non‐digital resources. Born digitals typically deploy FDI when large cultural and geographic distances limit the fungibility and scalability of such complementary resources, leading to a positive relationship between distance (cultural and geographic) and FDI. The positive distance effect is moderated by business model type. Using a sample of US‐based born digital firms with over 800 FDIs, we find support for our hypotheses and contribute an important empirical baseline to recent discussions of digitalization in global strategy.Managerial SummaryCompanies selling digital products (e.g., software, cloud‐based services) are theoretically able to offer their products in foreign markets through internet‐based channels, without ever setting foot in a foreign country. And yet, many “born digital” firms establish a physical presence in foreign markets by undertaking foreign direct investment (FDI). This phenomenon remains insufficiently explained. We argue that FDI can supply important complementary resources that help exploit and monetize digital assets in foreign markets. Using data from over 800 FDI projects, we show that FDI is more likely to occur if the foreign market is far away or culturally very different from the company's home country, and that the strength of this relationship differs among B2C and B2B business models.

Comparing Digital Strategies and Social Media Usage in B2B and B2C Industries in Spain

ABSTRACT Using 285 responses obtained in a survey of high- and middle-level managers of firms located in Spain and by implementing clustering techniques, we identify differences in the conception and adoption of a digital strategy and the use of social media. A driver for these differences is represented by whether companies are adopting a B2C or a B2B business model. Specifically, B2B companies are slower to generate an overall digital strategy compared to B2C firms. Moreover, B2B firms adopting a digital strategy are prioritizing the use of more professionally oriented platforms (e.g., LinkedIn), while B2C firms are favoring the use of more socially oriented services (e.g., Facebook). Additionally, we find that those B2C companies without a clear digital strategy are nonetheless significantly using social media, particularly social networks, while B2B companies are delaying the use of social media until conceiving a clear digital strategy.

Analysis of consumer behavior formation models under the influence of marketing communication environment of the enterprise

The object of research is the influence of the marketing communication environment of the enterprise on the model of formation of consumer behavior. The study of this influence in today's conditions is becoming increasingly promising and is due, first of all, to the increasing role of marketing communications in the promotion of goods and services of an enterprise. The application of scientific approaches to the formation of consumer behavior will more accurately determine the target audience. This will increase the effectiveness of the advertising campaign of the enterprise. When writing the work, such methods and approaches as logical generalization, analysis and synthesis are used to substantiate conceptual approaches to shaping consumer behavior. As well as a grouping method – for compiling methodological approaches to the study of consumer behavior.The paper analyzes the differences between the adoption of consumer decisions about the purchase of goods and the communication component of marketing in the relationship of business models B2B and B2C. In particular, it is indicated that industrial consumers in the B2B business model are influenced by corporate marketing, which reflects not the personal interests, but the interests of business entities. At the same time, the business model in the B2B segment is aimed at maintaining stable and mutually beneficial relations between economic entities as strategic partners using a specific set of methods and tools. The author systematizes the main methodological approaches to the study of consumer behavior and its models, in general terms it can be divided into two enlarged groups: psychographic (value style) and commodity or subject.It is argued that the successful use of the considered models is an effective tool of marketing communications, the use of which will increase the effectiveness of the advertising campaign, will turn potential consumers into real ones. This, in the future, will lead to an increase in the volume of sales of products (services) and an increase in the competitiveness of the enterprise.

Target Costing Implementation in Thailand

The purpose of this study is to explore the role of target costing in managing product costs in Thailand. It is seen as a process that can significantly improve new product development considering the customer requirement, incorporates earlier supplier involvement and concurrent engineering, utilizes cross-functional teams. Unlike previous studies, which have focused on Japanese firms, or used single case studies, this paper uses the findings from case studies of 8 organizations of which actively engaged in the target costing process. Our findings illustrated the fact that target costing is used as a tool to create a good or service especially the business on B2B business model that both desirable and affordable to customer and in the meantime profitable to the producing organizations.

From E-Business to Social Tool for the Poor - A Study on Internet Applications, Drivers and Impact

Internet, as a massive disruptive technology and as a General Purpose Technology, has offered tremendous opportunities to redefine human society. In order to identify critical impact of Internet on society, this thesis categorizes diverse Internet applications into four major groups, namely (1) business use (2) government use, (3) use as a social tool for the underprivileged and (4) individual use. It also identifies (1) digital convergence and (2) search engines as two salient drivers of Internet applications. Following a modular structure, the thesis studies two of the four applications - business use and use as a social tool, along with the two drivers.On the business use of Internet, using a sample of fifteen firms from five different sectors and three different sizes, the adaptation to e-business practices from stakeholders’ perspectives in the old-economy sector has been studied. With new-economy players, the focus is on impact of local factors in the evolution of B2B business models through a study of four leading organizations in India.In the form of two descriptive cases, the thesis answers the research question ‘what is happening’ for the drivers of the Internet applications. On digital convergence, the focus is on Voice-over-Internet Protocol (VoIP) applications impacting telecom and Internet players by studying the event of acquisition of VoIP leader Skype by eBay in 2005. Search engines are examined with the focus on the business model and product offerings of Google.On applications of Internet as a social tool for the underprivileged, the thesis first examines universal access of infrastructures (including ICTs) and finds trends of bridging of digital divide. Although digital access has been improving quality of lives, it fails to explain increasing income divide observed simultaneously. Next, the thesis focuses on importance of online content as a mass-media for the underprivileged, and highlighted the relative lack of online content in local languages of South-Asia and Sub-Saharan Africa with respect to number of native speakers. From the findings, the thesis reconfirms that Internet, as a ‘work-in-progress’ with its evolving applications and their drivers, can potentially transform the global society in a way unanticipated by most.

B2b eMarketplaces

PurposeThe purpose of the paper is to look in depth at the role of business‐to‐business (B2b) eMarketplaces in supporting B2b relationships, identifying the successful business models and the related critical success factors (CSFs), and to propose a new classification framework to classify eMarketplace business models.Design/methodology/approachThe paper is based on the analysis of 30 international eMarketplaces through case study methodology.FindingsNine different business models are identified, which can be classified in terms of a service‐provisioning model and supported processes between companies. For each business model, different CSFs are highlighted.Research limitations/implicationsThe study has been conducted on a sample of 30 significant international eMarketplaces. Future studies could apply the framework to other cases in specific industries.Originality/valueThe paper offers an overview of the eMarketplace business models linking them with the most relevant CSFs. On one hand, the identified CSFs must be considered by managers and entrepreneurs launching new eMarketplaces or managing existing ones, in order to define the strategy, the business model, and the value proposition for the company users. On the other hand, managers facing the problem of adopting internet technology to support a B2b relationship with business partners must learn to distinguish between the different B2b business models, in order to understand their impact on processes and more precisely evaluate the potential value offered by a B2b electronic intermediary.

XML in eBusiness tasks realization

There is no doubt that XML is rapidly becoming one of the most important data formats. An example of such data are the electronic business documents round via Internet between the partners of B2B business model. In this article the author will describe his experience from the initiation of electronic data interchange with the XML technology, in one of Polish companies.