Abstract
The literature on understanding the role of ecommerce in business to business sales strategies is limited and largely anecdotal. Very few studies have empirically explored the role of e-commerce in business to business sales strategy. This research develops a normative theoretical model that provides insight into the role that e-commerce plays in an organization's business to business sales strategy and looks to test some of the hypothesized relationships using both qualitative and quantitative research methods.
Recommended Citation
Miree, Ph.D., Cyhnthia E.; Simon, Ph.D., Mark; and Tanniru, Ph.D., Mohan, "Understanding the Role of E-Commerce in Sales Strategy" (2000). AMCIS 2000 Proceedings. 401.
https://aisel.aisnet.org/amcis2000/401