Modeling the demand and supply in a new B2B-upstream market

Modeling the demand and supply in a new B2B-upstream market

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 18
حجم فایل: 363 کیلوبایت
قیمت: 3500 تومان

Abstract:      

Business-to-Business (B2B) services companies invest heavily in acquiring very expensive assets that they hire out to serve their clients (e.g. UPS buys huge warehouses and hires them out to companies), and hence they engage in careful longterm planning and forecasting, especially when it concerns a new market. It is interesting to note that the client-firms, on the other hand, decide to hire those assets based mostly on the prevailing short-term market forces. Hence, it is important for the

companies which provide the assets for hire to also build the prevailing short-term market trends into their long-term forecasting and planning. In this paper, we develop a model for tracking these two simultaneously evolving and interacting patterns, namely the asset-availability (i.e. supply) and utilization (i.e. demand) patterns, in order to better understand the underlying processes, and thereby provide a basis for better forecasting. We test our models using three sets of data collected from the oil drilling industry, and find the proposed model to provide a good fit and forecasting efficiency.

Keywords:      Marketing; B2B service; Knowledge updating; Demand and supply; Oil drilling

Author(s):      Trichy V. Krishnana, Shanfei Fengb, , Tony Beebec

Source:           International Journal of Forecasting 27 (2011) 1160–1177

Subject          مدیریت بازاریابی          :

Category     مقاله مجله       :

Release Date: 2011

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D elphi study about the future of B2B marketplaces in Germany

D elphi study about the future of B2B marketplaces in Germany

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 18
حجم فایل: 138 کیلوبایت
قیمت: 3500 تومان

Abstract:      

Electronic business-to-business (B2B) marketplaces have been one of the most discussed topics in recent times. In the beginning they were seen euphorically, but today many observers are skeptical. In order to dissolve this uncertainty we conducted a Delphi survey after the E-Commerce Hype. The results are used to establish a reliable forecast about the development of electronic B2B marketplaces in Germany by comparing them with theoretical expectations. As theoretically assumed, it is predicted that this phenomenon will play a major role within intercompany coordination in selected areas. It is anticipated that streamlining information processes will be so beneficial for companies that they will not be able to afford not having this new institution.

Keywords:      Electronic marketplaces; B2B; Intercompany coordination; Forecast; German Delphi study

Author(s):      Hartmut H. Holzmu¨ller, Jan Schlu¨chter

Source:           Electronic Commerce Research and Applications 1 (2002) 2–19

Subject مدیریت بازاریابی          :

Category:            مقاله مجله

Release Date: 2002

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Understanding the links between technological opportunism, marketing

Understanding the links between technological opportunism, marketing

فرمت فایل دانلودی: .pdf
فرمت فایل اصلی: pdf
تعداد صفحات: 11
حجم فایل: 317 کیلوبایت
قیمت: 3500 تومان

Abstract:      

The capability of firms to sense and respond to changes in technologies, called technological opportunism, is of growing importance to managers as a source of competitive advantage. However, exactly how technological opportunismimpacts firmperformance is still not clearly understood. Furthermore, the role of marketing in this relationship, if any, has yet to be examined. Understanding this relationship is critical formarketingmanagers not only for determining strategic investments of resources but also for demonstratingmarketing return on activities.

This paper explores the links between technological opportunism and firm performance. The results show that technological opportunism has a strong positive impact on key measures of performance such as firm sales, profits and market value. Importantly, marketing emphasis is the mechanism through which the technological opportunism–performance relationship is achieved. Finally, the impact of marketing emphasis on B2B firms is different than that for B2C firms, highlighting the importance of these activities for B2B marketing managers.

 

 Keywords:      Technological opportunism, Marketing, Capabilities, Performance

Author(s):      Matthew Sarkees

Source:           Industrial Marketing Management 40 (2011) 785–795

Subject:                مدیریت بازاریابی

Category:           مقاله مجله

Release Date: 2011

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