Implementation of Quotations and Negotiations on B2B Digital Commerce Platforms
The impact of the digital revolution is evident in the business-to-business (B2B) sector, especially in e-commerce solutions tailored towards these markets. These developments affect the requirements of the quotation and negotiation process, which is critical to B2B participants. However, research concerning the mentioned process and its user interface has been largely overlooked. This research addresses the gap by proposing a design pattern for the quotation and negotiation process in B2B markets. Buyers and sellers share commonalities such as valuing the personal aspects and willingness to negotiate multiple issues. The complexity of a product or service influences the applicability in a digital quotation and negotiation system. Simple products are better compatible, thus recommended for a digital solution, while service-oriented products and products with higher complexity are more suitable for an in-person negotiation.
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