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Written Assignment 2 XXX School of Business, University of the People BUS 2202: E-Commerce Instructor: Michelle Schwarz Date: 11/28/2023

B2C vs B2B Do some research to examine the differences between the business-to-business (B2B) and the Business-to-Customer (B2C) business models. What are their primary characteristics? How do they fundamentally differ? Are there any similarities that are of note? How e- commerce has affected the relationships for better and worse? The primary modes of commercial transactions are the business-to-business (B2B) and business-to-customers (B2C) models. B2B pertains to the supply chain, commonly known as the value-added chain, wherein a company sells industrial products to another enterprise that may refine or manufacture raw materials (adding value) before selling them again either to another corporation or directly to end-users. Therefore, while both models share a commonality in that they involve businesses as vendors, they differ significantly in various aspects. - The target audience for B2B typically consists of a group of individuals representing different stakeholders such as professionals, procurement managers or even government agencies; whereas in B2C the audience is usually just one person - the end-user. - Product complexity holds more weight for B2B items where detailed specifications or advanced technical knowledge may be required; whereas for B2C it generally represents an off-the-shelf item already assembled and ready to use. - The sales cycle in B2B is typically long-term and objective-oriented, whilst transactions within the B2C model are short-term and impulsive purchases often limited to one- time deals. According to Databox's survey (Big Commerce, n.d.), "the largest proportion of B2B sales (30%) take between 1-3 months to close." - Market size comparison indicates that although there are fewer transactions in B2B when compared with those made through the medium of B2C, the quantity sold under former type exceeds that under the latter one by far. - Customer experience plays a vital role in both cases but differs slightly regarding buyer focus. In the case of buyers involved with buying from a business-to-business model, their main emphasis lies on facts like clear pricing information, technical support availability, and delivery time frames. On the other hand, customers buying from businesses catering towards consumers' needs tend to focus more on fulfilling immediate requirements instead. "It is commonly misconstrued that companies sell

products when actually what they sell is fulfillment of customers’ needs." (Heaslip E., 2020) Some similarities between the two models include: - Credibility: Both business-to-business and business-to-consumer sales require credibility to establish trust with potential customers. This can be achieved through industry knowledge, professional certifications, and positive customer feedback. - Strategy: Effective sales rely on a well-defined strategy that takes into account customer data, needs, and wants. Additionally, creating a clear value proposition is crucial. (Anamika, 2023) Moreover, e-commerce has impacted both B2B and B2C models by increasing the need for digitization in business operations. As businesses gather more data about their customers online, they are becoming increasingly customer-centric in their approach to marketing and selling products. The internet has also allowed companies to expand their target audience nationally and internationally without relying on physical storefronts. However, this new way of conducting business presents challenges for both B2B and B2C models. For example, businesses must adapt quickly to rapid changes brought about by technological advancements while still maintaining traditional pricing models. Additionally, AI technology allows B2C companies to predict demand accurately without needing large warehouses full of inventory - instead preferring to order supplies from other businesses. In conclusion, e-commerce is undoubtedly transforming the way we conduct business but personal interaction remains vital for building strong relationships between consumers and companies alike. Word count: 526 References

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Anamika (2023, January 27). Difference and Similarity between B2B Vs B2C Sales? Retrieved from https://www.meritto.com/blog/difference-and-similarity- between-b2b-vs-b2c-sales/ Big Commerce (n.d.). The Key Distinctions Between B2B and B2C Ecommerce Success. Articles. Retrieved from https://www.bigcommerce.com/articles/ecommerce/b2b-vs-b2c/ Heaslip E. (2022, April 20). B2B vs B2C: What's the Difference? US Chamber of Commerce. Retrieved from https://www.uschamber.com/co/start/strategy/b2b-vs- b2c#:~:text=B2B%20and%20B2C%20are%20two,individual%20as%20the%20end %20customer. Kutz M. (2016). Introduction to Electronic Commerce: Combining Business and Information Technology. Bookboon. Retrieved from https://my.uopeople.edu/pluginfile.php/1804188/mod_page/content/48/CBUS %202201%20file.pdf Wenger S. (2023, October 24). B2B VS B2C . Retrieved from https://www.b2bmarketingworld.com/definition/b2b-vs-b2c/#toc_Summary_TLDR

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