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Facilitating Adoption of B2B e-Commerce Platforms

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Digital Transformation and Global Society (DTGS 2021)

Part of the book series: Communications in Computer and Information Science ((CCIS,volume 1503))

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Abstract

Currently there is a lot of research that stresses the importance of customer relationship management based on the development of e-commerce platforms. However, when we make the transition to the b2b market we are faced with problems of customer adoption of such systems. Even though we live in a digital era with the recent pandemic forcing the shift to online processes, many companies still prefer to deal with real people and company representatives. The aim of the present research is to reveal and analyze factors that contribute to adoption of e-commerce systems in b2b markets and give recommendations on how to engage partners in it without losing revenues and clients. The methodology includes an analysis of answers of 329 respondents who have used the e-commerce b2b platform in the last 6 months. Data analysis was done with structural modeling that helped to understand the main drivers of e-commerce system adoption.

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Authors and Affiliations

  1. Higher School of Economics, Myasnitskaya 20, 101000, Moscow, Russian Federation

    Anastasiia Berezina, Ekaterina Buzulukova & Olga Tretyak

Authors
  1. Anastasiia Berezina
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  2. Ekaterina Buzulukova
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  3. Olga Tretyak
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Corresponding author

Correspondence to Ekaterina Buzulukova .

Editor information

Editors and Affiliations

  1. National Research University Higher School of Economics, St. Petersburg, Russia

    Daniel A. Alexandrov

  2. ITMO University, St. Petersburg, Russia

    Alexander V. Boukhanovsky

  3. ITMO University, St. Petersburg, Russia

    Andrei V. Chugunov

  4. National Research University Higher School of Economics, St. Petersburg, Russia

    Yury Kabanov

  5. National Research University Higher School of Economics, St. Petersburg, Russia

    Olessia Koltsova

  6. National Research University Higher School of Economics, St. Petersburg, Russia

    Ilya Musabirov

  7. National Research University Higher School of Economics, St. Petersburg, Russia

    Sergei Pashakhin

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Berezina, A., Buzulukova, E., Tretyak, O. (2022). Facilitating Adoption of B2B e-Commerce Platforms. In: Alexandrov, D.A., et al. Digital Transformation and Global Society. DTGS 2021. Communications in Computer and Information Science, vol 1503. Springer, Cham. https://doi.org/10.1007/978-3-030-93715-7_37

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  • DOI: https://doi.org/10.1007/978-3-030-93715-7_37

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-030-93714-0

  • Online ISBN: 978-3-030-93715-7

  • eBook Packages: Computer ScienceComputer Science (R0)

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