Future of B2B Online Retailing

Executive Summary—Key Findings of the Study

Executive Summary—Key Findings of the Study (continued)

Executive Summary—B2B Online Market Definition and Scope

Executive Summary—Online Activity of Enterprises in Key Economies

Executive Summary—Businesses Buy, More than Sell, Online

Executive Summary—Types of B2B Relationships

Executive Summary—Types of B2B Business Models

Executive Summary—Comparison of B2B Business Models

Executive Summary—Comparison of B2B Business Models (continued)

Executive Summary—Revenue Streams in B2B eCommerce Models

Executive Summary—Comparison of Models by B2B GMV Contribution

Executive Summary—Unique Practices

Executive Summary—Cisco Connection Online

Executive Summary—B2B eCommerce Demands Omni-Channel Links

Executive Summary—Enterprise Use of Social Media

Executive Summary—Aspects of a Comprehensive B2B eCommerce Strategy Implementation

Executive Summary—Strategic Recommendations

Research Methodology

B2B Online Market Definition and Scope

Online Activity of Enterprises in Key Economies

Online Activity of Enterprises in Key Economies—The United States

Online Activity of Enterprises in Key Economies—The United Kingdom

Businesses Buy, More than Sell, Online

B2B eCommerce Demands Omni-Channel Links

Leveraging the Mobile Platform: Case Study—eBay Motors App

Social Commerce as New Business Model 

Enterprise Use of Social Media

Leveraging Social Media: Case Study—AutoZone

Types of B2B Relationships

Types of B2B Business Models

Single-Firm-independent Model

Single-Firm-independent Model Examples

Single-Firm-independent Model: Case Study—IBM eCatalogues

Single-Firm-independent Model: Case Study—Siemens Click2Procure

Private Network: Case Study—Wal-Mart Retail Link

Industry Consortium: Buyer Driven (Exostar)

Industry Consortium: Supplier Driven (Global Healthcare Exchange)

Public Marketplaces: Industry-specific Case Study—eBay

Public Marketplaces: Cross-Industry Case Study—Alibaba

Public Marketplaces: Cross-Industry Case Study—Alibaba (continued)

Public Marketplaces: Cross-Industry Case Study—Alibaba (continued)

Comparison of B2B Business Models

Revenue Streams in B2B eCommerce Models

Comparison of Models by B2B GMV Contribution

Comparison of B2B Business Models

Unique Practices

Cisco Connection Online Model

Case Study: Dell Corporation (Build-to-Order Model)

Case Study: Boeing After-sale Online Model

Case Study: FordDirect.com (Social Media Referral-based Model)

Case Study: DealerCoupons.ca Service Aggregation Model

Case Study: Small Business Services Online

Aspects of a Comprehensive B2B eCommerce Strategy Implementation

Advantages of Implementing a B2B eCommerce Strategy

B2B eCommerce Strategy—Operational Efficiency

B2B eCommerce Strategy—Customer Experience

B2B eCommerce Strategy—New Revenue Streams

Challenges—Lack of Expertise in IT Systems

Challenges—Channel Conflict

Key Reasons for Not Buying Online (E.g., Automotive Parts)

Key Market Challenges Facing B2B eRetailers (E.g., Automotive Parts)

Strategic Recommendations

Best Practices for B2B eCommerce providers

Last Word—Key Influencers of Online Research and Sales (E.g., Automotive Parts)