Investigating the buyer-seller relationships in the economic recession: A qualitative approach

• Autor(a) principal: Samanta, Irene
• Data de Publicação: 2016
• Tipo de documento: Artigo
• Idioma: eng
• Título da fonte: Independent Journal of Management & Production
• Texto Completo: http://www.ijmp.jor.br/index.php/ijmp/article/view/401
• topic: B2B relationships; e-marketing; e-business; trust; commitment

The research paper described the in-depth interviews used in investigating the buyer-seller relationships in the e-commerce world during the economic recession in Greece. The data collected from these interviews were analyzed. The qualitative research findings identified how B2B e-commerce has started to change the future of the participating organizations in Greece. Οn the one hand, a number of benefits have occurred from the development of e-business and on the other hand B2B firms need to adopt an innovation culture and redefine  their relationships with their partners from the e-marketing point of view in order to survive in the rapidly changing environment. The results of this research are used to assist the author in the future  to examine a larger sample of B2B firms in order to validate the intention of companies to move from the traditional environment and to establish e-relationships in an e-business context.