Key drivers to start an e-commerce in B2B companies : Two case studies in the plastic industry

Abstract: Background: Internet, as everybody knows, has a lot of advantages and possibilities. One of these possibilities for companies is changing their business to electronic commerce (e-commerce). Almost all companies might need this type of business to sustain in future and compete with others. Most of the traditional businesses decide to change their business to e-commerce to have more profits in the future. However, this kind of commercial (e-commerce) may have its own risks and difficulties. Therefore, financial drivers can help companies to start or change previous business to e-commerce better and more easily. Purpose: The aim of this study is to demonstrate the importance of financial drivers for business to business (B2B) companies when they are starting an e-commerce. Since financial drivers might motivate the companies to start with e-commerce. Design/Methodology/Approach: A qualitative method and two case studies in the plastic industry are used. There are six interviews with a company named Alpha and two with a company named Beta. The researcher chooses the semi-structured interview for this study. The data are collected from mentioned interviews and secondary data. Findings: The finding of this study is divided into two parts. A) The necessity of companies to start an e-commerce, B) The importance of the financial drivers for B2B companies. This study shows that the financial driver has a significant effect to start an e-commerce. The advantages of selling products through e-commerce are as follows: increasing sales and revenues, decreasing transaction costs, improving liquidity problems, introducing the company brand and reaching products in 24/7. Practical implications: The result of this study has several implications for B2B companies such as management motivation to start an e-commerce. This study introduces financial drivers as an important key to motivate management to start with e-commerce.