By Troy Harrison – Sales Navigator
You’ve probably heard of the “Amazon effect.” In fact, you’ve probably read my articles that mention it. Essentially, the “Amazon effect” refers to the way that Amazon’s business model, supply chain, and shipping capabilities have changed retail shopping at both online and brick-and-mortar levels. It’s definitely a real thing; in 2023, Amazon’s sales were close to $600 Billion. That’s “Billion” with a “B.”
There are numerous articles on the Web about how Amazon has revolutionized retail. What I haven’t found are articles on how Amazon has changed the way B2B buyers behave – but I think that’s nearly as significant on our economy as the retail effect, and for most of you, it hits a lot closer to home. You see, the Amazon effect isn’t just about changing marketplaces and buying venues, it’s actually impacting buyer behavior, which carries over into our world. Let’s take a look at a scenario.
Picture this: A 35-year-old procurement manager sits down at her desk, orders office supplies from Amazon Business in three clicks, then immediately jumps on a call with a traditional “Good Time Charlie” salesperson who wants to spend 20 minutes talking about last weekend’s football game.