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Title:
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SUCCESS PATTERNS FOR THE DIGITAL
TRANSFORMATION OF B2B COMMERCE |
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Author(s):
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Matthias Lederer and Jan-Gerd Bruns |
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ISBN:
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978-989-8533-87-6 |
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Editors:
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Miguel Baptista Nunes, Pedro Isaías, Philip Powell, Pascal Ravesteijn and Guido Ongena |
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Year:
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2019 |
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Edition:
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Single |
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Keywords:
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Digital Transformation, B2B Transactions, E-Business Models, Best Practices |
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Type:
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Short Paper |
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First Page:
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241 |
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Last Page:
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244 |
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Language:
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English |
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Cover:
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Full Contents:
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click to dowload 
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Paper Abstract:
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Various companies in different industries face a variety of new technological opportunities, often referred as digital
transformation. This research collects and classifies successful cases for digital transformation in the business-to-business
(B2B) commerce. The initial qualitative analysis of 80 cases results in the derivation of eight potential patterns. For
example, it can be concluded from the dataset that B2B companies are enriching their web shops with personal service,
data-driven features or individual media. Some companies transform their B2B product portfolio to connected smart
solutions and newly also sell to end-consumers. Moreover, it seems that offline and online services as well as sales and
communication channels are combined in innovative ways to be prepared for a digital future. |
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