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Identification of critical success factors and barriers of E-Negotiations in B2B

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dc.contributor.advisor Dr. Vatcharaporn Esichaikul (Chairperson) en_US
dc.contributor.advisor Prof. Peter Haddaway (Member) en_US
dc.contributor.advisor Dr. Paul Janecek (Member) en_US
dc.contributor.author Sandhya Sharma en_US
dc.date.accessioned 2015-01-12T10:43:13Z
dc.date.available 2015-01-12T10:43:13Z
dc.date.issued 2006 en_US
dc.identifier.other AIT RSPR no.IM-06-01 en_US
dc.identifier.uri http://www.cs.ait.ac.th/xmlui/handle/123456789/447
dc.description 45 p. en_US
dc.description.abstract E-negotiation is a process of conducting negotiations online. Negotiations are a major part of any B2B transaction. Most companies use traditional ways of conducting negotiations, but to improve efficiency and get better results they need to use e-negotiations. The objective of this study is to identify critical success factors, barriers and difficulties of e-negotiations. The study describes case studies of eight companies. Four of which use e-negotiation and other four do not use it. These case studies have provided valuable and necessary insights. On the basis of this study Infrastructure, awareness, transparency, training, standardization of products and trust/security came out as critical success factors to e-negotiations. The barriers identified to adoption of e-negotiations are inappropriate IT infrastructure, lack of awareness about e-negotiations, lack of trust, lack of personal touch, lack of skills, security issues, and resistance to change. Additionally, the study pointed out cartelization, unreliable internet connection, substandard quality, specification of product and unethical practices by buyers as the difficulties faced by companies in practicing e-negotiations. Recommendations suggested for overcoming identified barriers and difficulties are to create awareness, build trust/security, provide sufficient training and improve IT infrastructure. en_US
dc.description.sponsorship Asian Institute of Technology Fellowship en_US
dc.language.iso en en_US
dc.publisher Asian Institute of Technology en_US
dc.relation.ispartofseries AIT Publications; en_US
dc.subject E-negotiation en_US
dc.subject B2B transaction en_US
dc.subject E-Commerce en_US
dc.title Identification of critical success factors and barriers of E-Negotiations in B2B en_US
dc.type Research Report en_US


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