Introducing Problem Identification Model to Enter Online B2B Markets (Case Study: IT industry knowledge-based companies)

Understanding the Problems and Possible Limitations on Entering the Online Business to Business Market is a Prerequisite for Any Action. Therefore, the purpose of this study is to identify these problems. A qualitative research method and a case study were used. Data were drawn from semi-structured interviews and analyzed by using thematic analysis. By studying the basic themes, two general orientations of "problem nature" and "problem solving time orientation" were identified. From the combination of two universal themes, nine organizing themes have been formulated, including Internal Problem and Mid-Term Problem solving, Internal-External Problem and Short-term Problem solving, Internal-External Problem, and Medium-Term Problem solving, Internal-External Problem, and Long-Term Problem solving, External Problem, and Mid-Term Problem Solving, External problem and long term problem solving, internal problem and long term problem solving, external problem and short term problem solving, and internal problem and short term problem solving.