Identification of critical success factors and barriers of e-negotiations in B2B | |
| Author | Sharma, Sandhya |
| Call Number | AIT RSPR no.IM-06-01 |
| Subject(s) | Electronic commerce Negotiation in business |
| Note | A research study submitted in partial fulfillment of the requirements for the degree of Master of Science, School of Engineering and Technology |
| Publisher | Asian Institute of Technology |
| Series Statement | Research studies project report ; no. IM-06-01 |
| 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 enegotiations. The study describes case studies of eight companies. Four of which use enegotiation 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 |
| Year | 2006 |
| Corresponding Series Added Entry | Asian Institute of Technology. Research studies project report ; no. IM-06-01 |
| Type | Research Study Project Report (RSPR) |
| School | School of Engineering and Technology (SET) |
| Department | Department of Information and Communications Technologies (DICT) |
| Academic Program/FoS | Information Management (IM) |
| Chairperson(s) | Vatcharaporn Esichaikul; |
| Examination Committee(s) | Haddaway, Peter;Janecek, Paul; |
| Scholarship Donor(s) | Asian Institute of Technology Fellowship; |
| Degree | Research Studies Project Report (M. Sc.) - Asian Institute of Technology, 2006 |