Title: Digital transformation of B2B commerce - identification of patterns based on successful case studies

Authors: Matthias Lederer; Jan-Gerd Bruns; Patrick Schmid

Addresses: Technical University of Applied Sciences Amberg-Weiden, Hetzenrichter Weg 15, D-92637 Weiden, Germany ' ISM International School of Management, Karlstraße 35, D-80333 Munich, Germany ' ISM International School of Management, Karlstraße 35, D-80333 Munich, Germany

Abstract: The digital transformation of transaction processes is often studied for end-customer commerce. However, studies show that in the B2B environment, many opportunities for digitisation remain unused. Based on a qualitative comparison of 80 real and successful company cases, this study derives eight patterns of how companies can shape digital transformation. These approaches, such as the meaningful expansion of channels, the reduction of transaction costs or the shift of transactions to markets, can serve practitioners as guidance for their own transformation projects. Academics can use this database for further analyses of success patterns.

Keywords: digital transformation; B2B commerce; transaction processes; case studies.

DOI: 10.1504/IJETRADE.2023.133311

International Journal of Electronic Trade, 2023 Vol.1 No.1, pp.28 - 39

Received: 20 Jan 2021
Accepted: 16 Sep 2021
Published online: 12 Sep 2023 *