{"id":1499403,"date":"2022-02-09T09:09:27","date_gmt":"2022-02-09T14:09:27","guid":{"rendered":"https:\/\/www.practicalecommerce.com\/?p=1499403"},"modified":"2023-07-26T16:36:07","modified_gmt":"2023-07-26T20:36:07","slug":"charts-b2b-buyers-prefer-ecommerce","status":"publish","type":"post","link":"https:\/\/www.practicalecommerce.com\/charts-b2b-buyers-prefer-ecommerce","title":{"rendered":"Charts: B2B Buyers Prefer Ecommerce"},"content":{"rendered":"<p>A majority of B2B buyers in the U.S. now prefer ecommerce to in-person, telephone, or any other purchase channel. That&#8217;s according to a recent survey from McKinsey &amp; Company. In &#8220;<a href=\"https:\/\/www.mckinsey.com\/business-functions\/marketing-and-sales\/our-insights\/busting-the-five-biggest-b2b-e-commerce-myths\">Busting the five biggest B2B e-commerce myth<\/a>s,&#8221; a January 2022 article in its &#8220;B2B Pulse&#8221; series, McKinsey dispels the notion that B2B buyers shun digital transactions.<\/p>\n<p>In 2021 alone, many U.S. buyers shifted their preferences to online from in-person. Wholesalers, distributors, and manufacturers stated in the survey that ecommerce is now their <a href=\"https:\/\/www.practicalecommerce.com\/the-overlooked-benefit-of-b2b-ecommerce\">most effective<\/a> sales channel.<\/p>\n<div id=\"everviz-spiV-msbA\" class=\"everviz-spiV-msbA\"><script src=\"https:\/\/app.everviz.com\/inject\/spiV-msbA\/\" defer=\"defer\"><\/script><\/div>\n<p>&#8212;<\/p>\n<p>Research published by Statista in January 2022 supports the results of the McKinsey survey. Statista, in cooperation with Sana Commerce, a B2B platform, <a href=\"https:\/\/www.statista.com\/statistics\/1282694\/purchase-channels-preferences-among-b2b-buyers\/\">surveyed<\/a> 1,200 worldwide B2B buyers in August 2021. Fifty percent of respondents said ecommerce was their &#8220;most used&#8221; purchase channel.<\/p>\n<div id=\"everviz-7m4jLUWvU\" class=\"everviz-7m4jLUWvU\"><script src=\"https:\/\/app.everviz.com\/inject\/7m4jLUWvU\/\" defer=\"defer\"><\/script><\/div>\n<p>&#8211;<\/p>\n<p>The McKinsey survey asked <a href=\"https:\/\/www.practicalecommerce.com\/category\/b2b\">B2B<\/a> suppliers about their ecommerce priorities compared to in-person sales for four key functions: (i) product and service availability, (ii) guarantees and warranties, (iii) shipping and delivery options, and (iv) personalized recommendations.<\/p>\n<p>Most respondents replied their ecommerce capabilities were equal to or better than in-person sales for all four functions.<\/p>\n<div id=\"everviz-V2Y2gVt5l\" class=\"everviz-V2Y2gVt5l\"><script src=\"https:\/\/app.everviz.com\/inject\/V2Y2gVt5l\/\" defer=\"defer\"><\/script><\/div>\n<p>&#8212;<\/p>\n<p>Some observers claim B2B buyers use ecommerce only for smaller purchases. The McKinsey survey dispelled that notion, too, asking buyers to disclose their maximum per-transaction online spend. Seventy-seven percent of respondents stated they would purchase at least $50,000 in a single online transaction. Twenty percent said at least $500,000, and 15% stated they would place a single $1 million order online.<\/p>\n<div id=\"everviz-D4P4hH2HL\" class=\"everviz-D4P4hH2HL\"><script src=\"https:\/\/app.everviz.com\/inject\/D4P4hH2HL\/\" defer=\"defer\"><\/script><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Observers sometimes claim B2B buyers prefer in-person purchases to online. Recent surveys, however, dispel that notion resoundingly. We explain in four charts.<\/p>\n","protected":false},"author":2426,"featured_media":1499419,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","_wp_rev_ctl_limit":""},"categories":[13094],"tags":[58315],"class_list":["post-1499403","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-b2b","tag-charts",""],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.2 (Yoast SEO v25.2) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Charts: B2B Buyers Prefer Ecommerce - Practical Ecommerce<\/title>\n<meta name=\"description\" content=\"Observers sometimes claim B2B buyers prefer in-person purchases to online. Recent surveys, however, dispel that notion resoundingly. We explain in four charts.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.practicalecommerce.com\/charts-b2b-buyers-prefer-ecommerce\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Charts: B2B Buyers Prefer Ecommerce\" \/>\n<meta property=\"og:description\" content=\"Observers sometimes claim B2B buyers prefer in-person purchases to online. Recent surveys, however, dispel that notion resoundingly. 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