• Search Research Projects
  • Search Researchers
  • How to Use
  1. Back to project page

2002 Fiscal Year Final Research Report Summary

BtoB Strategy and Management based on IT

Research Project

Project/Area Number 13630159
Research Category

Grant-in-Aid for Scientific Research (C)

Allocation TypeSingle-year Grants
Section一般
Research Field Business administration
Research InstitutionMomoyama Gakuin Univeristy

Principal Investigator

SASAKI Hiroshi  Momoyamagakuin University, Faculty of Business, Professor, 経営学部, 教授 (80268482)

Project Period (FY) 2001 – 2002
KeywordsBtoB / IT Management / Inter-organization
Research Abstract

This study is an examination of an effective business-to-business (BtoB) strategy based on Electronic Data Interchange for wholesalers. The focus is on two BtoB phenomena: adoption and diffusion. Analysis of 209 U.S. samples gathered in 1999 and 609 samples gathered in Japan in 2001 indicates the following:
(1) BtoB adoption: 7 factors of competitive pressures on the supplier side and on the customer side were extracted from the M.E. Porter's five forces model. Apart from these factors, both suppliers and customers can force wholesalers to adopt BtoB systems. This pressure derived from BtoB adoption can be a different type. We analyzed the interrelationships among all factors and found that, in both countries, the pressure of BtoB adoption was independent of the other 7 pressures, though the strength of some pressures differed from one country to the other.
(2) BtoB diffusion: Covariance structure analysis was conducted, and we found that BtoB strategy between the U.S. and Japan was different." U.S. wholesalers tend to expand BtoB to the customer side, whereas Japanese wholesalers try to deepen the relationships to the supplier side. Japanese supplier-focused strategy is suitable, because establishing trustworthy supply chain in place of "Keiretsu" is especially important to sustain competitive advantage in Japan.

  • Research Products

    (6 results)

All Other

All Publications (6 results)

  • [Publications] 佐々木 宏: "卸売業者を取り巻く経営環境とIT戦略"桃山学院大学総合研究所ワーキングペーパー. NO.25. 1-23 (2001)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] 佐々木 宏: "Efficiency & Effectivenessをめぐる一考察"オフィスオートメーション学会誌. Vol.22 NO.4. 46-51 (2002)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] 佐々木 宏: "ソフトウェア業界にみるIT活況と不況の二面性"オフィスオートメーション学会誌(情報系). Vol.23 NO.2. 50-56 (2002)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] 佐々木 宏: "BtoB型組織間関係とITマネジメント"第29回日本経営システム学会全国研究発表大会 予稿集. 41-44 (2002)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] 佐々木 宏: "BtoB型組織間関係とITマネジメント"桃山学院大学総合研究所紀要. 第28巻第2号. 1-15 (2003)

    • Description
      「研究成果報告書概要(和文)」より
  • [Publications] SASAKI, Hiroshi: "BtoB Strategy for Wholesaling -Comparison of U.S. and Japanese Wholesalers-"St. Andrew's University Bulletin of the Research Institute. Vol.28, No.2. 1-15 (2002)

    • Description
      「研究成果報告書概要(欧文)」より

URL: 

Published: 2004-04-14  

Information User Guide FAQ News Terms of Use Attribution of KAKENHI

Powered by NII kakenhi