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Quote:"B2B buyers, even when there are multiple buyers from the same company, expect a B2C-like experience that is personalized and unique," Layne tells the E-Commerce Times.

"B2C companies are looking to extend their sales models by offering broader solutions, which may require the involvement of multiple suppliers and reaching new markets. As a result, B2C ends up requiring complex guided selling, configuration and order management capabilities traditionally found in B2B e-commerce," she explains, "and B2B e-commerce initiatives are now including features more typical of B2C offerings, such as ratings, reviews and promotions."...

"B2B e-commerce is taking a cue from the B2C world in that marketing is more involved, and the focus is shifting from just supporting transactions to creating a better online experience that can be used to drive increased sales and loyalty," says Tamara Mendelsohn, a principal researcher at Forrester...

Quote:Considering its importance and steady growth, the B2B market continues to foster a wide range of e-commerce technology and service providers. "Since our first evaluation in the mid-1990s, commerce platforms have evolved [into] much more than a platform and toolset for building online storefronts," said Tamara Mendelsohn, a principal researcher at Forrester...

The potential for major growth in the B2B markets is clear, particularly in Asia, where growth in manufacturing, international trade and incomes continue to outstrip that of other regions, according to Don Darby, director of supplier solutions at Ariba.

However, these are countries in which B2B networking is in the early stages of development, he added. Long a center of international trade and a doorway to China, the Asian market space as a whole has made strong B2B inroads. For example, a search for product suppliers on HK Products Net reveals hundreds of company names, even in niche markets....