{"id":"https://openalex.org/W2071489993","doi":"https://doi.org/10.1108/02634501111153700","title":"Development of a business\u2010to\u2010business critical success factors (B2B CSFs) framework for Chinese SMEs","display_name":"Development of a business\u2010to\u2010business critical success factors (B2B CSFs) framework for Chinese SMEs","publication_year":2011,"publication_date":"2011-08-02","ids":{"openalex":"https://openalex.org/W2071489993","doi":"https://doi.org/10.1108/02634501111153700","mag":"2071489993"},"language":"en","primary_location":{"id":"doi:10.1108/02634501111153700","doi":"https://doi.org/10.1108/02634501111153700","is_oa":false,"landing_page_url":"https://doi.org/10.1108/02634501111153700","pdf_url":null,"source":{"id":"https://openalex.org/S29817978","display_name":"Marketing Intelligence & Planning","issn_l":"0263-4503","issn":["0263-4503","1758-8049"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-scientific","cwts-core","jufo-1","ki-jl-1","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Marketing Intelligence &amp; Planning","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5061127930","display_name":"Woon Kian Chong","orcid":"https://orcid.org/0000-0002-5016-6135","observed_orcids":["https://orcid.org/0000-0002-5016-6135"]},"institutions":[{"id":"https://openalex.org/I69356397","display_name":"Xi\u2019an Jiaotong-Liverpool University","ror":"https://ror.org/03zmrmn05","country_code":"CN","type":"education","lineage":["https://openalex.org/I69356397"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Woon Kian Chong","raw_affiliation_strings":["Department of Business, Economics","Management, Xi'an Jiaotong\u2010Liverpool University, Suzhou, China"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Business, Economics","institution_ids":[]},{"raw_affiliation_string":"Management, Xi'an Jiaotong\u2010Liverpool University, Suzhou, China","institution_ids":["https://openalex.org/I69356397"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5051740137","display_name":"Mathew Shafaghi","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I165678365","display_name":"University of Greater Manchester","ror":"https://ror.org/01t884y44","country_code":"GB","type":"education","lineage":["https://openalex.org/I165678365"]}],"countries":["GB"],"is_corresponding":false,"raw_author_name":"Mathew Shafaghi","raw_affiliation_strings":["School of Business and Creative Technology, The University of Bolton, Bolton, UK"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"School of Business and Creative Technology, The University of Bolton, Bolton, UK","institution_ids":["https://openalex.org/I165678365"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5075195043","display_name":"Boon Leing Tan","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I69356397","display_name":"Xi\u2019an Jiaotong-Liverpool University","ror":"https://ror.org/03zmrmn05","country_code":"CN","type":"education","lineage":["https://openalex.org/I69356397"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Boon Leing Tan","raw_affiliation_strings":["Department of Business, Economics","Management, Xi'an Jiaotong\u2010Liverpool University, Suzhou, China"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Business, Economics","institution_ids":[]},{"raw_affiliation_string":"Management, Xi'an Jiaotong\u2010Liverpool University, Suzhou, China","institution_ids":["https://openalex.org/I69356397"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":2,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":9.5181,"has_fulltext":false,"cited_by_count":74,"citation_normalized_percentile":{"value":0.9766511,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":93,"max":99},"biblio":{"volume":"29","issue":"5","first_page":"517","last_page":"533"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T14139","display_name":"E-commerce and Technology Innovations","score":0.9678000211715698,"subfield":{"id":"https://openalex.org/subfields/1403","display_name":"Business and International Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T14139","display_name":"E-commerce and Technology Innovations","score":0.9678000211715698,"subfield":{"id":"https://openalex.org/subfields/1403","display_name":"Business and International Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.014600000344216824,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10164","display_name":"Quality and Supply Management","score":0.0032999999821186066,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/b2b-marketing","display_name":"B2B marketing","score":0.7609999775886536},{"id":"https://openalex.org/keywords/critical-success-factors","display_name":"success factors","score":0.9729999899864197},{"id":"https://openalex.org/keywords/small-and-medium-sized-enterprises","display_name":"small and medium-sized enterprises","score":0.9860000014305115},{"id":"https://openalex.org/keywords/b2b-e-commerce","display_name":"B2B e-commerce","score":0.9549999833106995},{"id":"https://openalex.org/keywords/b2b-e-marketplaces","display_name":"B2B e-marketplaces","score":0.7799999713897705},{"id":"https://openalex.org/keywords/chinese-smes","display_name":"Chinese SMEs","score":0.8830000162124634},{"id":"https://openalex.org/keywords/customer-relationships","display_name":"customer relationships","score":0.7440000176429749},{"id":"https://openalex.org/keywords/supply-chain-management","display_name":"supply chain management","score":0.8109999895095825},{"id":"https://openalex.org/keywords/it-infrastructure","display_name":"IT infrastructure","score":0.8180000185966492},{"id":"https://openalex.org/keywords/top-management-support","display_name":"top management support","score":0.9290000200271606},{"id":"https://openalex.org/keywords/government-support","display_name":"government support","score":0.7239999771118164},{"id":"https://openalex.org/keywords/security-and-trust","display_name":"trust and security","score":0.7039999961853027},{"id":"https://openalex.org/keywords/cultural-factors","display_name":"cultural factors","score":0.6019999980926514},{"id":"https://openalex.org/keywords/marketing-performance","display_name":"marketing performance","score":0.6079999804496765}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.735238790512085},{"id":"https://openalex.org/C18806943","wikidata":"https://www.wikidata.org/wiki/Q223210","display_name":"Critical success factor","level":2,"score":0.6754612922668457},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6481379866600037},{"id":"https://openalex.org/C2778137410","wikidata":"https://www.wikidata.org/wiki/Q2732820","display_name":"Government (linguistics)","level":2,"score":0.5346084833145142},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.3372463881969452},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.1351068913936615},{"id":"https://openalex.org/C41895202","wikidata":"https://www.wikidata.org/wiki/Q8162","display_name":"Linguistics","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1108/02634501111153700","doi":"https://doi.org/10.1108/02634501111153700","is_oa":false,"landing_page_url":"https://doi.org/10.1108/02634501111153700","pdf_url":null,"source":{"id":"https://openalex.org/S29817978","display_name":"Marketing Intelligence & Planning","issn_l":"0263-4503","issn":["0263-4503","1758-8049"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-scientific","cwts-core","jufo-1","ki-jl-1","norway-1","poland-70","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Marketing Intelligence &amp; Planning","raw_type":"journal-article"},{"id":"pmh:oai:alma.44UOBO_INST:114510980008841","doi":null,"is_oa":false,"landing_page_url":"https://ub-ir.bolton.ac.uk/esploro/outputs/journalArticle/Development-of-a-business-to-business-critical-success/9911817008841","pdf_url":null,"source":{"id":"https://openalex.org/S4306401270","display_name":"UBIR (University of Greater Manchester)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I165678365","host_organization_name":"University of Greater Manchester","host_organization_lineage":["https://openalex.org/I165678365"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":null,"raw_type":"text"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[{"id":"https://openalex.org/study-designs/observational-study","display_name":"Observational Study"}],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":46,"referenced_works":["https://openalex.org/W247763777","https://openalex.org/W1493697127","https://openalex.org/W1511964674","https://openalex.org/W1514152122","https://openalex.org/W1519534881","https://openalex.org/W1560175744","https://openalex.org/W1570791547","https://openalex.org/W1586026823","https://openalex.org/W1593228579","https://openalex.org/W1756663432","https://openalex.org/W1896484594","https://openalex.org/W1965685521","https://openalex.org/W1970306167","https://openalex.org/W1973370790","https://openalex.org/W1977546794","https://openalex.org/W1981762922","https://openalex.org/W1986180221","https://openalex.org/W1989176303","https://openalex.org/W1997227975","https://openalex.org/W1998444014","https://openalex.org/W2000045654","https://openalex.org/W2006401379","https://openalex.org/W2008122368","https://openalex.org/W2011896860","https://openalex.org/W2021976151","https://openalex.org/W2022632499","https://openalex.org/W2024610513","https://openalex.org/W2026262524","https://openalex.org/W2029106468","https://openalex.org/W2030223808","https://openalex.org/W2030255776","https://openalex.org/W2034792617","https://openalex.org/W2051932184","https://openalex.org/W2052830395","https://openalex.org/W2054834036","https://openalex.org/W2065225046","https://openalex.org/W2074731634","https://openalex.org/W2076344621","https://openalex.org/W2092886711","https://openalex.org/W2123076479","https://openalex.org/W2123632811","https://openalex.org/W2158136285","https://openalex.org/W2166647838","https://openalex.org/W2167119482","https://openalex.org/W2337752056","https://openalex.org/W2413817321"],"related_works":["https://openalex.org/W2337990142","https://openalex.org/W7099144329","https://openalex.org/W2076344621","https://openalex.org/W6903890382","https://openalex.org/W2104562526","https://openalex.org/W1915662659","https://openalex.org/W2050181451","https://openalex.org/W4243176359","https://openalex.org/W2210260575","https://openalex.org/W4211013574"],"abstract_inverted_index":{"Purpose":[0],"The":[1,50,82,95,128,157,249,266],"purpose":[2],"of":[3,46,65,154,161,164,214,242,273],"this":[4],"paper":[5,267],"is":[6,85],"to":[7,36,40,138,142,238,286],"critically":[8],"explore":[9],"business\u2010to\u2010business":[10],"critical":[11,168],"success":[12],"factors":[13],"(B2B":[14,76,124],"CSFs)":[15],"for":[16,56,79,256,283],"small":[17],"and":[18,31,58,60,70,92,112,166,184,191,195,198,200,212,222,281],"medium\u2010sized":[19],"enterprises":[20],"(SMEs)":[21],"operating":[22],"in":[23,42,48,68,115,120,126,245,261,277],"the":[24,29,33,43,62,89,132,149,227,230,236,240,262,274,284],"Chinese":[25],"B2B":[26,47,73,93,121,223,246,259,278],"marketplace,":[27],"evaluate":[28],"findings,":[30],"use":[32],"generated":[34],"CSFs":[35],"propose":[37],"a":[38,54,145,152,209],"framework":[39,52,84],"assist":[41],"marketing":[44,215,243],"management":[45,189],"China.":[49,127],"proposed":[51,83],"provides":[53,269],"guideline":[55],"academics":[57],"practitioners":[59],"highlights":[61],"significant":[63],"role":[64],"each":[66],"factor":[67,140,146],"developing":[69],"sustaining":[71],"effective":[72],"electronic":[74,122],"commerce":[75],"e\u2010commerce)":[77],"practice":[78],"SMEs.":[80],"Design/methodology/approach":[81],"constructed":[86],"by":[87],"combining":[88],"empirical":[90,271],"findings":[91,158,251],"literature.":[94],"quantitative":[96],"(online":[97],"survey)":[98],"was":[99],"targeted":[100],"at,":[101],"proprietors,":[102],"chief":[103],"executive":[104],"officers,":[105],"managing":[106],"directors,":[107],"general":[108],"managers,":[109],"sales/marketing":[110],"managers":[111,114,206],"export":[113],"selected":[116],"SMEs":[117],"that":[118,217],"participated":[119],"marketplace":[123],"e\u2010marketplace)":[125],"data":[129],"received":[130],"from":[131],"recipients":[133],"were":[134],"processed":[135],"on":[136],"SPSS":[137],"conduct":[139],"analysis":[141],"identify":[143],"whether":[144],"structure":[147],"underlies":[148],"correlations":[150],"between":[151,220],"number":[153],"variables.":[155],"Findings":[156],"are":[159],"indicative":[160],"two":[162],"sets":[163],"internal":[165],"external":[167],"factors,":[169],"including:":[170],"successful":[171],"customer":[172],"relationships,":[173],"supply":[174],"chain":[175],"facilities,":[176],"global":[177],"competition,":[178],"information":[179,186],"system/information":[180],"technology":[181],"(IS/IT)":[182],"infrastructure":[183],"performances,":[185],"visibility,":[187],"top":[188],"support":[190],"commitment,":[192,196],"government":[193],"encouragement":[194],"security":[197],"trust,":[199],"cultural":[201],"consideration.":[202],"Practical":[203],"implications":[204,282],"SME":[205],"can":[207,232],"derive":[208],"better":[210],"understanding":[211],"measurement":[213],"activities":[216],"appropriately":[218],"balance":[219],"traditional":[221],"e\u2010commerce":[224,279],"practice.":[225],"At":[226],"same":[228],"time,":[229],"CSF":[231],"be":[233],"integrated":[234],"into":[235,258],"companies":[237],"determine":[239],"level":[241],"performance":[244],"e\u2010marketplace.":[247],"Originality/value":[248],"paper's":[250],"provide":[252],"new":[253],"theoretical":[254],"grounds":[255],"research":[257],"relationships":[260],"digital":[263],"business":[264],"environment.":[265],"also":[268],"an":[270],"assessment":[272],"essential":[275],"components":[276],"adaptation,":[280],"means":[285],"prioritize":[287],"CSF.":[288]},"counts_by_year":[{"year":2025,"cited_by_count":5},{"year":2024,"cited_by_count":9},{"year":2023,"cited_by_count":4},{"year":2022,"cited_by_count":9},{"year":2021,"cited_by_count":6},{"year":2020,"cited_by_count":3},{"year":2019,"cited_by_count":3},{"year":2018,"cited_by_count":6},{"year":2017,"cited_by_count":7},{"year":2016,"cited_by_count":6},{"year":2015,"cited_by_count":4},{"year":2014,"cited_by_count":7},{"year":2013,"cited_by_count":3},{"year":2012,"cited_by_count":2}],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2016-06-24T00:00:00"}
