RESEARCH QUESTIONS

The following are the research questions:
How can B2B companies increase sales and profitability?
What are the factors that determine the ability of B2B firms to implement successful competitive strategies?
What are the challenges that B2B organizations experience in their quest to increase sales?
How do B2B business strategies differ from business strategies in the consumer market?

RESEARCH OBJECTIVES
The aim of this thesis is to investigate how do small and medium-size B2B companies increase sales and profitability.

The following are the objectives that will enable the realisation of this aim:

To determine how B2B companies gain a competitive advantage in the business environment
To identify factors that limit the ability of B2B businesses to achieve profitability objectives
To examine the uniqueness of the business strategies of B2B companies
To identify factors that will impact on the future performance of B2B companies
SIGNIFICANCE OF THE STUDY
The findings of the study can be used to understand how B2B organizations can gain a competitive advantage in the business environment. The management of B2B organizations can use the study findings to develop business strategies that increase sales and profits. The results of the study can also be used by scholars to conduct further research on how B2B organizations can increase sales.

STRUCTURE AND LIMITATION OF THE STUDY

The thesis is divided into six sections. The first section is the introduction that provides a background to the study and outlines the research questions and objectives. The second section is the theoretical chapter that analyses key concepts in relation to the research questions developed. These concepts are identified by reviewing existing studies on B2B enterprises. The third section is the research methodology that outlines the methodological choices made regarding data collection and analysis. The chapter also justifies why these choices were made. The fourth section is the presentation and analysis of results. The fifth section of the thesis entails a discussion of the findings within the context of the concepts identified in the theoretical chapter. The final section is the conclusion.
A major limitation of the study is that it only focuses on one company, a factor that limits the application of the results to a general context. The concepts developed through this research can, however, be examined further to determine their applicability to a general context.