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   B2B e-commerce - Wikipedia
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Unsourced material may be challenged and removed. <br> <small> <span class=plainlinks> <i> Find sources: </i>   <a class="external text"href=//www.google.com/search?as_eq=wikipedia&q=%22B2B+e-commerce%22 rel=nofollow> "B2B e-commerce" </a>  –  <a class="external text"href=//www.google.com/search?tbm=nws&q=%22B2B+e-commerce%22+-wikipedia rel=nofollow> news </a>   <b> · </b> <a class="external text"href=//www.google.com/search?&q=%22B2B+e-commerce%22+site:news.google.com/newspapers&source=newspapers rel=nofollow> newspapers </a>   <b> · </b> <a class="external text"href=//www.google.com/search?tbs=bks:1&q=%22B2B+e-commerce%22+-wikipedia rel=nofollow> books </a>   <b> · </b> <a class="external text"href=//scholar.google.com/scholar?q=%22B2B+e-commerce%22 rel=nofollow> scholar </a>   <b> · </b> <a class="external text"href=https://www.jstor.org/action/doBasicSearch?Query=%22B2B+e-commerce%22&acc=on&wc=on rel=nofollow> JSTOR </a> </span> </small> </span><span class=date-container> <i> ( <span class=date> May 2019 </span> ) </i> </span><span class=hide-when-compact> <i> ( <a title="Help:Maintenance template removal"href=/wiki/Help:Maintenance_template_removal> Learn how and when to remove this template message </a> ) </i> </span></div></table><table class="box-More_footnotes plainlinks metadata ambox ambox-style ambox-More_footnotes"role=presentation><tbody><tr><td class=mbox-image><div style=width:52px><img srcset="//upload.wikimedia.org/wikipedia/commons/thumb/a/a4/Text_document_with_red_question_mark.svg/60px-Text_document_with_red_question_mark.svg.png 1.5x, //upload.wikimedia.org/wikipedia/commons/thumb/a/a4/Text_document_with_red_question_mark.svg/80px-Text_document_with_red_question_mark.svg.png 2x"alt data-file-height=48 data-file-width=48 decoding=async height=40 src=//upload.wikimedia.org/wikipedia/commons/thumb/a/a4/Text_document_with_red_question_mark.svg/40px-Text_document_with_red_question_mark.svg.png width=40></div><td class=mbox-text><div class=mbox-text-span>This article includes a list of general <a title="Wikipedia:Citing sources"href=/wiki/Wikipedia:Citing_sources> references </a> , but it remains largely unverified because <b> it lacks sufficient corresponding <a title="Wikipedia:Citing sources"href=/wiki/Wikipedia:Citing_sources#Inline_citations> inline citations </a> </b> . <span class=hide-when-compact> Please help to <a title="Wikipedia:WikiProject Fact and Reference Check"class=mw-redirect href=/wiki/Wikipedia:WikiProject_Fact_and_Reference_Check> improve </a> this article by <a title="Wikipedia:When to cite"href=/wiki/Wikipedia:When_to_cite> introducing </a> more precise citations. </span><span class=date-container> <i> ( <span class=date> May 2019 </span> ) </i> </span><span class=hide-when-compact> <i> ( <a title="Help:Maintenance template removal"href=/wiki/Help:Maintenance_template_removal> Learn how and when to remove this template message </a> ) </i> </span></div></table></div></div><span class=hide-when-compact> <i> ( <a title="Help:Maintenance template removal"href=/wiki/Help:Maintenance_template_removal> Learn how and when to remove this template message </a> ) </i> </span></div></table><p><b> B2B e-commerce </b> , short for <a href=/wiki/Business-to-business title=Business-to-business> business-to-business </a> <a title="Electronic commerce"class=mw-redirect href=/wiki/Electronic_commerce> electronic commerce </a> , is the sale of goods or services between businesses via an online sales portal. In general, it is used to improve the efficiency and effectiveness of a company's sales efforts. Instead of receiving orders using human assets (sales reps) manually – by telephone or e-mail – orders are received digitally, reducing overhead costs. <sup class=reference id=cite_ref-1> <a href=#cite_note-1> [1] </a> </sup><div aria-labelledby=mw-toc-heading class=toc id=toc role=navigation><input class=toctogglecheckbox id=toctogglecheckbox role=button style=display:none type=checkbox><div class=toctitle dir=ltr lang=en><h2 id=mw-toc-heading>Contents</h2><span class=toctogglespan> <label class=toctogglelabel for=toctogglecheckbox></label> </span></div><ul><li class="toclevel-1 tocsection-1"><a href=#Definition> <span class=tocnumber> 1 </span> <span class=toctext> Definition </span> </a> <ul><li class="toclevel-2 tocsection-2"><a href=#The_differences_between_business-to-consumer_(B2C)_and_business-to-business_(B2B)> <span class=tocnumber> 1.1 </span> <span class=toctext> The differences between business-to-consumer (B2C) and business-to-business (B2B) </span> </a><li class="toclevel-2 tocsection-3"><a href=#B2B_buyer_characteristics> <span class=tocnumber> 1.2 </span> <span class=toctext> B2B buyer characteristics </span> </a><li class="toclevel-2 tocsection-4"><a href=#The_differences_between_B2B_e-commerce_and_EDI> <span class=tocnumber> 1.3 </span> <span class=toctext> The differences between B2B e-commerce and EDI </span> </a></ul><li class="toclevel-1 tocsection-5"><a href=#Market_development_and_trends> <span class=tocnumber> 2 </span> <span class=toctext> Market development and trends </span> </a> <ul><li class="toclevel-2 tocsection-6"><a href=#Integrated_B2B_e-commerce_versus_interfaced_e-commerce> <span class=tocnumber> 2.1 </span> <span class=toctext> Integrated B2B e-commerce versus interfaced e-commerce </span> </a><li class="toclevel-2 tocsection-7"><a href=#Mobile> <span class=tocnumber> 2.2 </span> <span class=toctext> Mobile </span> </a></ul><li class="toclevel-1 tocsection-8"><a href=#See_also> <span class=tocnumber> 3 </span> <span class=toctext> See also </span> </a><li class="toclevel-1 tocsection-9"><a href=#References> <span class=tocnumber> 4 </span> <span class=toctext> References </span> </a></ul></div><h2><span class=mw-headline id=Definition> Definition </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: Definition"href=/w/index.php?title=B2B_e-commerce&action=edit&section=1> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h2><h3><span id=The_differences_between_business-to-consumer_.28B2C.29_and_business-to-business_.28B2B.29> </span> <span class=mw-headline id=The_differences_between_business-to-consumer_(B2C)_and_business-to-business_(B2B)> The differences between business-to-consumer (B2C) and business-to-business (B2B) </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: The differences between business-to-consumer (B2C) and business-to-business (B2B)"href=/w/index.php?title=B2B_e-commerce&action=edit&section=2> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h3><p>B2B and B2C e-commerce may look the same, they are quite different. Business buyers and retail consumers have different purchasing needs. The differences can be: <sup class=reference id=cite_ref-:0_2-0> <a href=#cite_note-:0-2> [2] </a> </sup><ul><li>Buying Impulsively vs. Buying Rationally - B2C buyers will buy on impulse and make one-off purchases, B2B buyers plan for purchases and make recurring purchases<li>Single Decision Maker vs. Multiple Decision Makers - B2C purchases are decided upon by the buyer, B2B purchases often involve several layers of approval and may involve different departments<li>Short-term Customer Relationship vs. Long-term Customer Relationship - B2C purchases are often one-off purchases, B2B purchases are based on long-term and on-going relationships.<li>Set, Fixed Prices vs. Diverse Prices - B2C prices are generally not negotiable. B2B prices are usually negotiated individually.<li>Pre-Delivery Payment vs. Post-Delivery Payment - B2C e-Commerce is generally paid by credit card, debit card or PayPal before the goods are shipped in B2B payment is often on terms and may be 30 or more days after goods are shipped.<li>Deliveries focused on speed vs. Deliveries focused on punctuality <sup class=reference id=cite_ref-3> <a href=#cite_note-3> [3] </a> </sup> - B2C buyers are looking for speed of delivery and B2B buyers want deliveries on a reliable schedule. <sup class=reference id=cite_ref-:0_2-1> <a href=#cite_note-:0-2> [2] </a> </sup></ul><h3><span class=mw-headline id=B2B_buyer_characteristics> B2B buyer characteristics </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: B2B buyer characteristics"href=/w/index.php?title=B2B_e-commerce&action=edit&section=3> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h3><p><a title="Supply chain"href=/wiki/Supply_chain> Supply chains </a> are more important to <a href=/wiki/Business-to-business title=Business-to-business> B2B </a> transactions. <sup class=reference id=cite_ref-4> <a href=#cite_note-4> [4] </a> </sup> Manufacturing companies obtain components or raw materials from other companies and then sell to a <a class=mw-redirect href=/wiki/Wholesaler title=Wholesaler> wholesaler </a> , distributor, or <a href=/wiki/Retail title=Retail> retail </a> customer. For example, an automobile manufacturer makes several B2B transactions such as buying tires, glass for windscreens, and rubber hoses for its vehicles. The final transaction, a finished vehicle sold to the consumer, is a single B2C transaction. <sup class=reference id=cite_ref-5> <a href=#cite_note-5> [5] </a> </sup> Wholesalers and distributors still have a supply chain, but their chain consists of finished products.<p>Generally, B2B and B2C web stores both have search, navigation, detailed product information and personal account history pages. However, in some ways B2B greatly differs from B2C. Most B2B businesses have complex ordering processes, large collections of attributes and elaborate back-end systems. Moreover, in a B2B scenario, buying is part the customers’ job. He needs to make sure he buys all necessary products or components for keeping his company up and running. Thirdly, since organizations can be very large, they need a lot of products or components to keep their business going. <sup class=reference id=cite_ref-6> <a href=#cite_note-6> [6] </a> </sup> Therefore, B2B buyers often place large orders. B2B purchases are also characterized by recurring orders instead of single purchases. Because of that, companies make deals based on their monthly or even yearly demand. They closely collaborate with each other, and each B2B customer can have its specific prices for certain products. Lastly, multiple people are involved in B2B purchases. For instance, a company can have multiple buyers or <a title="Buying center"href=/wiki/Buying_center> buying centers </a> . They are responsible for finding the right products and making the right deal with resellers. Because multiple people are involved in a single deal, B2B is more fact based instead of based on emotions. It's not about the nicest packaging, but the best deal for the company. In general, ratio is leading. <sup class=reference id=cite_ref-7> <a href=#cite_note-7> [7] </a> </sup><p>The characteristics mentioned above can be summarized as follows:<table class=wikitable><tbody><tr><th>B2C<th>B2B<tr><td>Single buyer<td>Multiple Decision Makers<tr><td>Fixed consumer prices<td>Customer specific prices<tr><td>Direct payments<td>Payment on credit sales<tr><td>Stocks (for a.s.a.p shipments)<td>Smart shipments (i.e. truckloads)<tr><td>Low frequency purchases<td>Reoccurring purchases<tr><td>Single visits<td>Long lasting relationship between customer and manufacturer<tr><td>Buying because you like it<td>Buying as part of the job<tr><td>Consumer<td>Buyers as part of an organization with a relationship defined by a contract, terms and conditions</table><h3><span class=mw-headline id=The_differences_between_B2B_e-commerce_and_EDI> The differences between B2B e-commerce and EDI </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: The differences between B2B e-commerce and EDI"href=/w/index.php?title=B2B_e-commerce&action=edit&section=4> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h3><p>B2B transactions can be processed online in various ways, of which <a title="Electronic Data Interchange"class=mw-redirect href=/wiki/Electronic_Data_Interchange> Electronic Data Interchange </a> (EDI) and B2B e-commerce are most often used. Although EDI and B2B e-commerce both have their own, distinctive features, they are frequently confused. <sup class=reference id=cite_ref-8> <a href=#cite_note-8> [8] </a> </sup><p>EDI is the electronic transfer of purchasing information between the buyer and seller. EDI transmits the information from the buyers purchase order to the seller's sales or customer service department for conversion to a sales order. EDI is well suited for placing large, recurring orders to supplying raw materials to manufacturers. <sup class=reference id=cite_ref-:1_9-0> <a href=#cite_note-:1-9> [9] </a> </sup> For instance, following the example above, an automobile manufacturer regularly needs to order a specific brand and size of tires for a certain car model. When manufacturing a certain number of that type of car, the buyers can use EDI to place an order for the number of tires needed. So, the seller need not worry about providing product information – like a description, images or pricing –for reordering purposes. <sup class=reference id=cite_ref-10> <a href=#cite_note-10> [10] </a> </sup><p>Although, like EDI, sales orders are processed online, with B2B e-commerce it is possible for customers to order occasionally and in irregular order quantities. Also, B2B e-commerce enables the display of many different types of detailed figures and images. It is possible to exhibit a full range of products or parts. Therefore, a web store provides the opportunity to cross- and upsell. <sup class=reference id=cite_ref-:1_9-1> <a href=#cite_note-:1-9> [9] </a> </sup><h2><span class=mw-headline id=Market_development_and_trends> Market development and trends </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: Market development and trends"href=/w/index.php?title=B2B_e-commerce&action=edit&section=5> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h2><p>The B2B e-commerce market is changing fast. There is an increasing number of companies adding an online sales channel to their business. In 2014, 63% of industrial supplies buyers purchased their products online (UPC, 2014). It is expected that in the USA, the B2B e-commerce market will even grow from $780B in 2015 to $1.1T in 2020 <sup class=reference id=cite_ref-11> <a href=#cite_note-11> [11] </a> </sup> it is an objective of <a title="European Union"href=/wiki/European_Union> European Union </a> <a title="Directorate-General for Internal Market, Industry, Entrepreneurship and SMEs"href=/wiki/Directorate-General_for_Internal_Market,_Industry,_Entrepreneurship_and_SMEs> Enterprise </a> policy to "enhance trust and confidence" in B2B electronic markets. <sup class=reference id=cite_ref-12> <a href=#cite_note-12> [12] </a> </sup><h3><span class=mw-headline id=Integrated_B2B_e-commerce_versus_interfaced_e-commerce> Integrated B2B e-commerce versus interfaced e-commerce </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: Integrated B2B e-commerce versus interfaced e-commerce"href=/w/index.php?title=B2B_e-commerce&action=edit&section=6> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h3><p>With integrated e-commerce, part of the software solution is installed inside the <a title="Enterprise resource planning"href=/wiki/Enterprise_resource_planning> ERP </a> back-end system. This means that the connection between the business logic and database of a back-end system is configured automatically. Information that is available in the back-end system, for example article numbers, prices and current stock availability of products, is <b> leveraged </b> , without being copied to another system, and displayed in the front/back end of the e-commerce system. An integrated e-commerce software solution thus does not require investments in recreating and maintaining a separate database or business logic. Instead, it re-uses those of the back-end system, so all data are stored in one, single place. This can prevent input redundancy, errors and synchronization time.<p>In most cases, integrated e-commerce is in one way or another acknowledged by the supplier of the back-end system, such as <a title="SAP ERP"href=/wiki/SAP_ERP> SAP ERP </a> or <a title="Microsoft Dynamics"href=/wiki/Microsoft_Dynamics> Microsoft Dynamics </a> . Although many B2B e-commerce suppliers claim to be integrated, most web stores are interfaced. With interfaced e-commerce, the software solution is installed on top of the back-end system. This means that the connection between the business logic and database of a back-end system is set up <b> manually </b> . Information that is available in the back-end system is being <b> duplicated </b> into the e-commerce software. An interfaced e-commerce software product thus has their own <b> database </b> and <b> business logic </b> that are being synchronized constantly through a connection to a certain back-end system.<h3><span class=mw-headline id=Mobile> Mobile </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: Mobile"href=/w/index.php?title=B2B_e-commerce&action=edit&section=7> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h3><style data-mw-deduplicate=TemplateStyles:r1033184688>.mw-parser-output .hatnote{font-style:italic;padding-left:1.6em;margin-bottom:0.5em}.mw-parser-output .hatnote i{font-style:normal}.mw-parser-output .hatnote+link+.hatnote{margin-top:-0.5em}</style><div class="hatnote navigation-not-searchable"role=note>See also: <a title="Mobile Commerce"class=mw-redirect href=/wiki/Mobile_Commerce> Mobile Commerce </a></div><p>The phrase mobile commerce was originally coined in 1997 by Kevin Duffey at the launch of the Global Mobile Commerce Forum, to mean "the delivery of electronic commerce capabilities directly into the consumer's hand, anywhere, via wireless technology." <sup class=reference id=cite_ref-13> <a href=#cite_note-13> [13] </a> </sup> Mobile e-commerce for B2B is becoming increasingly popular. <sup class=reference id=cite_ref-14> <a href=#cite_note-14> [14] </a> </sup> B2B has features different from mobile e-commerce for B2C. Whereas B2C is mostly classic catalogue browsing, mobile e-commerce for B2B requires specific features, which include:<ul><li>Displayed prices that are customer specific;<li>Stock indication that is always up-to-date;<li>Discounts that are calculated real-time;<li>Orders can be placed quickly, for example with order histories or lists based on filtered product sets;<li>Sales agents should be able to represent their customers.</ul><h2><span class=mw-headline id=See_also> See also </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: See also"href=/w/index.php?title=B2B_e-commerce&action=edit&section=8> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h2><ul><li><a href=/wiki/E-commerce title=E-commerce> E-commerce </a><li><a title="Types of e-commerce"href=/wiki/Types_of_e-commerce> Types of e-commerce </a><li><a title="Online marketplace"href=/wiki/Online_marketplace> Online marketplace </a></ul><h2><span class=mw-headline id=References> References </span> <span class=mw-editsection> <span class=mw-editsection-bracket> [ </span> <a title="Edit section: References"href=/w/index.php?title=B2B_e-commerce&action=edit&section=9> edit </a> <span class=mw-editsection-bracket> ] </span> </span></h2><style data-mw-deduplicate=TemplateStyles:r1011085734>.mw-parser-output .reflist{font-size:90%;margin-bottom:0.5em;list-style-type:decimal}.mw-parser-output .reflist .references{font-size:100%;margin-bottom:0;list-style-type:inherit}.mw-parser-output .reflist-columns-2{column-width:30em}.mw-parser-output .reflist-columns-3{column-width:25em}.mw-parser-output .reflist-columns{margin-top:0.3em}.mw-parser-output .reflist-columns ol{margin-top:0}.mw-parser-output .reflist-columns li{page-break-inside:avoid;break-inside:avoid-column}.mw-parser-output .reflist-upper-alpha{list-style-type:upper-alpha}.mw-parser-output .reflist-upper-roman{list-style-type:upper-roman}.mw-parser-output .reflist-lower-alpha{list-style-type:lower-alpha}.mw-parser-output .reflist-lower-greek{list-style-type:lower-greek}.mw-parser-output .reflist-lower-roman{list-style-type:lower-roman}</style><div class=reflist><div class="mw-references-wrap mw-references-columns"><ol class=references><li id=cite_note-1><span class=mw-cite-backlink> <b> <a href=#cite_ref-1> ^ </a> </b> </span> <span class=reference-text> <style data-mw-deduplicate=TemplateStyles:r999302996>.mw-parser-output cite.citation{font-style:inherit}.mw-parser-output .citation q{quotes:"\"""\"""'""'"}.mw-parser-output .id-lock-free a,.mw-parser-output .citation .cs1-lock-free a{background:linear-gradient(transparent,transparent),url("//upload.wikimedia.org/wikipedia/commons/6/65/Lock-green.svg")right 0.1em center/9px no-repeat}.mw-parser-output .id-lock-limited a,.mw-parser-output .id-lock-registration a,.mw-parser-output .citation .cs1-lock-limited a,.mw-parser-output .citation .cs1-lock-registration a{background:linear-gradient(transparent,transparent),url("//upload.wikimedia.org/wikipedia/commons/d/d6/Lock-gray-alt-2.svg")right 0.1em center/9px no-repeat}.mw-parser-output .id-lock-subscription a,.mw-parser-output .citation .cs1-lock-subscription a{background:linear-gradient(transparent,transparent),url("//upload.wikimedia.org/wikipedia/commons/a/aa/Lock-red-alt-2.svg")right 0.1em center/9px no-repeat}.mw-parser-output .cs1-subscription,.mw-parser-output .cs1-registration{color:#555}.mw-parser-output .cs1-subscription span,.mw-parser-output .cs1-registration span{border-bottom:1px dotted;cursor:help}.mw-parser-output .cs1-ws-icon a{background:linear-gradient(transparent,transparent),url("//upload.wikimedia.org/wikipedia/commons/4/4c/Wikisource-logo.svg")right 0.1em center/12px no-repeat}.mw-parser-output code.cs1-code{color:inherit;background:inherit;border:none;padding:inherit}.mw-parser-output .cs1-hidden-error{display:none;font-size:100%}.mw-parser-output .cs1-visible-error{font-size:100%}.mw-parser-output .cs1-maint{display:none;color:#33aa33;margin-left:0.3em}.mw-parser-output .cs1-format{font-size:95%}.mw-parser-output .cs1-kern-left,.mw-parser-output .cs1-kern-wl-left{padding-left:0.2em}.mw-parser-output .cs1-kern-right,.mw-parser-output .cs1-kern-wl-right{padding-right:0.2em}.mw-parser-output .citation .mw-selflink{font-weight:inherit}</style> <cite class="citation web cs1"> <a class="external text"href=https://smallbusiness.chron.com/ecommerce-reduce-business-transaction-costs-typical-retail-store-71941.html rel=nofollow> "How Does eCommerce Reduce Business Transaction Costs for a Typical Retail Store?" </a> . <i> smallbusiness.chron.com </i> <span class=reference-accessdate> . 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Christiane Morris <span class=reference-accessdate> . Retrieved <span class=nowrap> 18 January </span> 2016 </span> . </cite> <span class=Z3988 title=ctx_ver=Z39.88-2004&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Abook&rft.genre=unknown&rft.btitle=Inaugral+Plenary+Conference&rft.pub=Christiane+Morris&rft.au=Global+Mobile+Commerce+Forum&rft_id=http%3A%2F%2Fcryptome.wikileaks.org%2Fjya%2Fglomob.htm&rfr_id=info%3Asid%2Fen.wikipedia.org%3AB2B+e-commerce> </span> </span><li id=cite_note-14><span class=mw-cite-backlink> <b> <a href=#cite_ref-14> ^ </a> </b> </span> <span class=reference-text> <link href=mw-data:TemplateStyles:r999302996 rel=mw-deduplicated-inline-style> <cite class="citation web cs1"id=CITEREFFashion_Tech> Fashion Tech. <a class="external text"href=https://web.archive.org/web/20160304002950/http://fashion-tech.co/curious.php rel=nofollow> "Archived copy" </a> . <i> fashion-tech.coaccessdate=18 January 2016 </i> . Archived from <a class="external text"href=http://fashion-tech.co/curious.php rel=nofollow> the original </a> on 4 March 2016 <span class=reference-accessdate> . 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