Investigating the buyer-seller relationships in the economic recession: A qualitative approach

• Autores: Irene Samanta
• Localización: Independent Journal of Management & Production, ISSN-e 2236-269X, Vol. 7, Nº. 2, 2016, págs. 340-366
• Idioma: inglés
• DOI: 10.14807/ijmp.v7i2.401
• Enlaces
  • Texto completo (pdf)
• Resumen

  • The research paper described the in-depth interviews used in investigating the buyer-seller relationships in the e-commerce world during the economic recession in Greece. The data collected from these interviews were analyzed. The qualitative research findings identified how B2B e-commerce has started to change the future of the participating organizations in Greece. Οn the one hand, a number of benefits have occurred from the development of e-business and on the other hand B2B firms need to adopt an innovation culture and redefine  their relationships with their partners from the e-marketing point of view in order to survive in the rapidly changing environment. The results of this research are used to assist the author in the future  to examine a larger sample of B2B firms in order to validate the intention of companies to move from the traditional environment and to establish e-relationships in an e-business context.

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