Business to business

Business to business
See also
E hub Trading company Indirect channel of distribution Export management company Global value chains Types of supply Global production networks Indirect marketing channel Trade house

Business to Business (B2B) is a form of transaction between companies, rather than between a company and an individual consumer. It is a type of transaction in which one business sells or provides services to another business, and involves the exchange of goods, services, or information. B2B can encompass a wide range of industries and activities, including the sale of raw materials and finished products, the supply of services, and the transfer of technology. B2B transactions are often complex and require the involvement of multiple stakeholders, and therefore require effective management to ensure that the best outcomes are achieved for all parties.

Example of business to business

• A manufacturer selling products to a wholesaler.

In this example, the manufacturer produces a product that is then sold to a wholesaler, who in turn sells the product to retailers and/or consumers. The wholesaler is able to purchase the product in bulk at a discounted rate, which allows them to then offer the product to retailers at a competitive price.

• A business providing software services to another business.

In this example, a business that specializes in software development provides its services to another business. This could include developing custom software applications, integrating existing software solutions, providing technical support, and more. The software services provider can offer their services at a competitive rate and help the other business improve their operations.

• A bank providing financial services to a business.

In this example, a bank provides financial services to a business. This could include providing lines of credit, issuing loans, and processing payments. The business can use the bank's financial services to manage their cash flow, obtain financing, and reduce costs.

When to use business to business

Business to Business transactions can be beneficial for a wide range of industries and activities. It is an effective way to access resources and services that would otherwise be difficult for individual businesses to obtain. Here are some of the most common uses of B2B:

• Manufacturing: Businesses that manufacture products often source raw materials from other businesses. This is a common example of B2B transactions, as one company provides raw materials to another company, who then produces a finished product.
• Professional Services: Businesses that offer professional services, such as consulting, IT, legal, and accounting services, often provide these services to other businesses.
• Advertising/Marketing: Businesses that provide advertising and marketing services to other businesses are engaging in B2B transactions.
• Technology: Businesses that provide technology services, such as web development, software engineering, and data analytics, often provide these services to other businesses.
• Supply Chain Management: Businesses that manage the supply chain of other businesses are engaging in B2B transactions. This includes the coordination of the procurement, production, and distribution of goods and services.
• Distribution: Businesses that distribute products and services to other businesses are engaging in B2B transactions. This includes the delivery of goods, the shipment of services, and the fulfillment of orders.

Types of business to business

Business to business (B2B) transactions encompass a wide range of industries and activities, including the sale of raw materials and finished products, the supply of services, and the transfer of technology. Below are some of the most common types of B2B transactions:

• Wholesale – Wholesaling is often used by businesses to purchase large quantities of products from suppliers at discounted prices. These products are then sold to other businesses for either resale or use in production.
• Manufacturing – Manufacturing is the process of transforming raw materials into a finished product. Companies often purchase raw materials from suppliers and then transform them into finished products which they can then sell to other businesses.
• Licensing – Licensing involves the sale or transfer of intellectual property, such as software, patents, or trademarks, from one business to another. This allows businesses to access the technology or intellectual property of another business and use it for their own purposes.
• Consulting – Consulting services are often used by businesses to gain access to specialized expertise or knowledge. Consulting services may range from providing advice on specific business processes to providing technical assistance in the development of new products or services.
• Distributorship – A distributorship is a type of business relationship that involves a company distributing another company's products. The distributor is responsible for marketing and selling the products and often receives a commission for each sale.

Other approaches related to business to business

Business to Business (B2B) transactions involve a variety of activities and approaches, each of which can be beneficial to both the buyer and seller. These include:

• Business to Business E-Commerce: This is the use of digital technologies such as the internet, mobile devices, and apps to facilitate the buying and selling of goods and services. This approach allows companies to streamline their operations and move away from traditional methods of trading.
• Reverse Auctions: This is a process where buyers request quotations from multiple suppliers, and the supplier with the lowest bid is chosen. This approach is used to drive down costs, as suppliers are encouraged to compete with each other.
• Collaborative Commerce: This approach involves the use of technology to enable buyers and suppliers to collaborate on projects and transact in a more efficient and effective manner. It can help to reduce costs, improve customer service, and develop better relationships between buyers and suppliers.
• Enterprise Resource Planning (ERP): This is a system that integrates all the different aspects of a business, such as financials, human resources, and operations. It allows businesses to have a better view of their performance and manage their operations more effectively.

Suggested literature

• Lucking-Reiley, D., & Spulber, D. F. (2001). Business-to-business electronic commerce. Journal of Economic Perspectives, 15(1), 55-68.
• Medjahed, B., Benatallah, B., Bouguettaya, A., Ngu, A. H., & Elmagarmid, A. K. (2003). Business-to-business interactions: issues and enabling technologies. The VLDB journal, 12, 59-85.
• Bendixen, M., Bukasa, K. A., & Abratt, R. (2004). Brand equity in the business-to-business market. Industrial marketing management, 33(5), 371-380.