The main purpose of this study is to propose and apply an analytical framework to help B2B marketers assess and develop web sites that are localized not only for the B2B marketplace but also for international markets. This study deals with an area that has not received much attention in academic research as previous studies have mainly focused on B2C web sites. The study focuses on B2B web sites and provides a framework to assess web site localization. A content analysis of American and Korean web sites was conducted to analyze the proposed framework. The overall results show that U.S. companies have not accomplished a high degree of localization for B2B markets. The study results indicate that most U.S. companies focus primarily on the translation of web content from English to Korean to create web sites.While it is true that globalization has brought us closer than ever to Mcluhan's (1964) idea of a global village, major differences across countries and regions exist and play a significant role in how consumers react to web site designs and content. Therefore, this framework is vital to business seeking consumers globally. Using this framework should allow businesses to localize their B2B web sites and included key areas that appeal to local consumers.The study concludes by providing marketers insights into factors that can help them better localize their international B2B web sites.
['Nitish Singh', 'Ji Eun Park', 'Morris Kalliny']
A framework to localize international business to business web sites