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.
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.