Searching for information and making purchase decisions in b2b online stores. The case of the technical articles wholesale

Abstract

This paper aims to extend current research in the area of on-line business-To-business clients preferences. A quantitative research in a form of transaction log analysis (TLA) performed by the authors allow to conclude that search log and shop basket logs are sources of viable information about business customers. Transaction log analysis allows to identify different customer groups, such as searchers and buyers. It also allows for better customization of cloud of tags, so that the results are better tailored to customers' preferences. It turns out that a large list of products (result of search process) is not a deterrent to purchasing on-line. However, in order to facilitate the purchasing process b2b platform should offer additional filtering mechanisms.