University Business Environment and Strategic Management Report

This report delves into the business environment and strategic management, focusing on the challenges and opportunities within the context of website design and B2B marketing. The report begins by explaining the rationale for choosing website design services, emphasizing the importance of a strong online presence for businesses aiming for global reach. It then provides an explanatory note on the B2B market, specifically targeting companies seeking to establish or enhance their e-commerce websites. The core of the report discusses the types of sales resistance encountered when selling website design services, such as concerns about adoption, brand unfamiliarity, pricing, and project timelines. Finally, it offers a recommended approach for overcoming these resistances, including strategies to build trust, highlight competitive advantages, address pricing concerns, and manage project expectations. The report leverages academic research to support its arguments and provide practical solutions for businesses in this domain.

Running head: BUSINESS ENVIRONMENT AND STRATEGIC MANAGEMENT
Business Environment and Strategic Management
Name of the Student
Name of the University
Author Note

1BUSINESS ENVIRONMENT AND STRATEGIC MANAGEMENT
Table of Contents
1.0 Reason for choosing the services.....................................................................................................2
2.0 Explanatory note on B2B market....................................................................................................2
3.0 Discussion on type of sales resistance faced for the selected service..............................................3
4.0 Recommended approach..................................................................................................................4
5.0 Reference List..................................................................................................................................6

2BUSINESS ENVIRONMENT AND STRATEGIC MANAGEMENT
1.0 Reason for choosing the services
In recent times, where business desire to make their operational functionality global, they
intend to reach to a significant percentage of people for their business (Deng & Poole, 2012).
One of the best solutions for these companies is to develop online website that showcase their
aims and objectives, details about their services and procedures, easily-navigated site map and
customer testimonials. Kamoun and Halaweh (2012) depicted the problem that not all the
marketers are aware of formulation of the online website and hence prefer a third party provider
to design the website for the company. The main reason for the selection of this service is that
company desire to design their website in such a manner that is highly preferable by the
customers. Thus, marketers can put forward some resistance regarding the designing of the
website to the third party website designer based on the resistance comes from the end-users.
This assessment also illustrate an explanatory note on B2B market, type of sales
resistance faced for the selected service and recommended approach for overcoming the raised
resistance for selling the website domain for e-commerce website.
2.0 Explanatory note on B2B market
Zahedi et al. (2015) portrays that B2B Marketing is the process through which a business
provide products or services for other organization or business, who furthermore use that
products and services for their users. In this case, the other businesses to whom the website
domain will be selling are the companies, who like to develop their website for doing business
directly with the consumer. Huang and Benyoucef (2013) mentioned that a users demands for
effective mobile responsiveness, security, nice representation of product images and information,
enhanced search bars, ease in using the search tool, use of bright colors and technology like 360º

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view and 3D images. Some of the third party provider also provides effective content as users
consider the description of the products and the position of the description as an important
element of an e-commerce website. These elements should be present in the e-commerce website
and it might be the case that the e-commerce organization does not have the manpower and
knowledge base to develop a customized website. Thus, the concerned service for delivering the
website domain and a well customized design of the website will be beneficial for the e-
commerce businesses. The service provider will consider all the elements that users prefer in an
e-commerce website and the business requirement of the e-commerce organization to make the
B2B process more effective.
3.0 Discussion on type of sales resistance faced for the selected service
In selling the website domain the resistance that the business provider has to face is fear
of adoption of the website designed for them (Cui et al. 2012). Hu et al. (2014) stated that this
fear occurred when the user says why they should rely on their services that are offered to them.
Another resistance is the company objections, which occur when a user raise a question like they
have never heard of their organization. This type of resistance is mostly occurred by those
services providing origination, which are new in market; otherwise it is easy for the established
organization to make the client realize about their business operations. In addition to that, the
“pricing” resistance occurred when the organization found the price of the website design
service is too high to afford. Ennico (2017) mentioned that if a new organization provides their
service at a premium pricing strategy, users might not be able to trust the brand as they do not
have the experience to compete in the market and target a consumer group. Lastly, another
resistance is that the “time” resistance, where the business, who take the service of personalized
website design ask question on what time they will receive the developed website.

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The selected four resistances are crucial for the organization, which provide the service of
personalized website and its domain.
4.0 Recommended approach
The ‘reliability on the company’ resistance can be conquered if facts and statistics related
to the process of developing websites, recent programming languages used for developing the
website, security concern followed by the service providing organization, adherence of all the
cyber regulations and legislations and inclusions of all the elements that is preferred by the user
will be provided to the e-commerce organization. The service providing company should also
include some members in the decision making sessions for highlighting the necessary e-
commerce features like 3D image of the products, presentation of the details of the products by
just clicking on the images, easy option for viewing feedback and ratings shared by other users.
This will help the website providing organization to maintain transparency in the business
process which enhances the trust and commitments regarding their services.
The resistance that is ‘the user has never heard of their organization’ can be overcome
through the business objectives and achievements the service providing company is providing.
The service providing company needs to explain their strength and the strategies that providing
them competitive benefits with the users. This will help them the user to understand their
potential of the service providing company.
The pricing resistance can be overcome by explaining the investment taken by the
organization for developing each element of the website that is mentioned by the user (e-
commerce business). In this case, the user demands for a cheaper services and this resistance can
be overcome by offering them to use the prototype model of the developed website. This process

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will help the user to gain trust in the brand and the quality of the website that they will going to
receive from them.
The time resistance can be overcome if the service providing organization provides them
the project breakdown prior to the development of the website and its domain. This will help the
service taking company to get the exact idea for the full development of the website. This
process also allows the user to assess whether or not the website designing project is aligning
with their organizational objectives.

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5.0 Reference List
Cui, G., Lui, H. K., & Guo, X. (2012). The effect of online consumer reviews on new product
sales. International Journal of Electronic Commerce, 17(1), 39-58.
Deng, L., & Poole, M. S. (2012). Aesthetic design of e-commerce web pages–Webpage
Complexity, Order and preference. Electronic Commerce Research and
Applications, 11(4), 420-440.
Ennico, C. (2017). Selling Your Website. Network Journal, 24(3), 31-31.
Hu, N., Koh, N. S., & Reddy, S. K. (2014). Ratings lead you to the product, reviews help you
clinch it? The mediating role of online review sentiments on product sales. Decision
support systems, 57, 42-53.
Huang, Z., & Benyoucef, M. (2013). From e-commerce to social commerce: A close look at
design features. Electronic Commerce Research and Applications, 12(4), 246-259.
Kamoun, F., & Halaweh, M. (2012). User interface design and e-commerce security perception:
An empirical study. International Journal of E-Business Research (IJEBR), 8(2), 15-32.
Zahedi, F. M., Abbasi, A., & Chen, Y. (2015). Fake-website detection tools: Identifying
elements that promote individuals' use and enhance their performance. Journal of the
Association for Information Systems, 16(6), 448.