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Business Models in B2B eCommerce

In: B2B eCommerce

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  • Gerrit Heinemann

    (eWeb Research Center)

Abstract

The possibilities of B2B eCommerce differ significantly depending on the type of business and the business type involved. Already in the product business, the marketing characteristics of industrial and consumer goods differ significantly. For example, manufacturers of consumer goods often also sell to end customers, so that dual online shops – recently also referred to as B2B2C business – make sense here. Here, new purchases and repurchases are relatively balanced, whereas in the supplier business, for example, identical repurchases not infrequently dominate the business, so that new customer acquisition is not as frequent here, but still has considerably more weight than, for example, in the industrial goods business or in systems. Finally, in the project or plant business, identical repurchases hardly ever take place, whereby in case of doubt every new business is accompanied by customer acquisition.

Suggested Citation

  • Gerrit Heinemann, 2023. "Business Models in B2B eCommerce," Springer Books, in: B2B eCommerce, chapter 3, pages 91-162, Springer.
    • Handle: RePEc:spr:sprchp:978-3-658-38528-6_3
    DOI: 10.1007/978-3-658-38528-6_3
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