Business Strategy Transformation for Effective B2B E-Commerce Migration

This research has emerged from the consultancy-based project, conducted for the UK automotive company. It was aimed to the investigation of how technology can enable better customer experience through the provision of a B2B online service that offers such facilities as online ordering, checking stock availability, full product description, individual pricing and promotions. Even though all these elements add value from the consumer perspective and lead to the improvement of business performance, many companies struggle with an incorporation of such systems. Thus, the thesis is aimed to reveal the factors, which may affect and inhibit the process of e-commerce implementation in the B2B companies, namely, what complexities the companies may face and how to overcome them in order to effectively migrate to B2B e-commerce. The research is based on the experts’ interviews and the analysis of existing literature, which examines the definition of B2B e-commerce, strategic planning cycle, and e-commerce introduction cycle divided into initiation, adoption, implementation, and evaluation stages. As the result of this research, a B2B e-commerce migration checklist, aimed at overcoming deployment challenges was formed.