customers or to accept orders form international customers. The firm does not make use of an Extranet or Electronic Data Interchange. The firm had never used the Internet to purchase or sell any products internationally. It is registered with an e-marketplace. but does not use the Internet for supply chain management. The firm’s web site is used for request for quotations and uniforms are the main product posted on the site. The use of e-mail is important because it reduces the costs of communication. The firm started using B2B e-commerce because it wanted to keep up with other firms, but although the Internet is important to its future business, it is expensive and takes time to download information. FIRM H Firm H is based in Nairobi and produces uniforms, footwear, and safety products. Uniforms are the most important products followed by footwear and safety products. Firm H employs 120 employees and has an annual turnover is Kshs 65 million. Its market is local and its inputs are locally obtained, though many items are manufactured abroad. The firm purchases inputs through a local intermediary. The firm is connected using modem-based analogue links and accesses the Internet through an ISP. The company has never completed a sale or purchase on the internet, but it is registered with e-sokoni, a local webbased trading site or e-marketplace. It was forced to do so by one of its client. It posts its catalogue on the web site. It prepares LPO and sends them by e-mail, but invoices are physically delivered to the client. E-sokoni offered training on how to use the web site. The firm started using B2B e-commerce to keep up with other firms and the applications have been developed or promoted by customers. The company has changed suppliers since it started using B2B e-commerce and the applications have helped to increase revenues or profits in existing business areas. B2B e-commerce has led to time-savings and reduced costs of communication. It would make greater use of B2B e-commerce if it were cheaper, quicker and or more reliable. Consumables such as spare parts from Taiwan are the main products purchased using B2B e-commerce. Uniforms are the only products sold using B2B e-commerce. FIRM I Firm I was founded in 1950 and produces tents, canvas goods, plastic containers and uniforms. The most important products are tents followed by plastic cool boxes and PVC protective capes. The firm employs 100 workers and its turnover is Kshs. 160m. Its products are exported to Tanzania, Uganda and Sudan and its main inputs are obtained from Taiwan, the UK and South Africa. The firm is connected using modem-based analogue technology and accesses the Internet though an ISP. The firm frequently uses email in its business transactions to maintain contact with buyers and suppliers and to place or accept product orders. The firm frequently uses the web to get general information about input markets, but seldom uses it to obtain general information about product markets, specific customers and suppliers. The firm never uses an Extranet or Electronic Data Interchange. It has used the Internet to purchase or sell products internationally and is registered with an e-marketplace. The firm started using B2B ecommerce to increase short-term profits and keep up with other firms. It has changed suppliers since the introduction of B2B e-commerce and believes that this has helped to increase revenues since the firm is now involved in exporting. The firm would use B2B e-commerce more often if it were cheaper, quicker and/or more reliable. About 20% of its input applications are supported using of B2B e-commerce. FIRM J Firm J was founded in 1993 and is a manufacturer of ladies’ garments and shirts. Garment products are the company’s most significant source of revenues. The firm employs 500 workers and its annual turnover is approximately Kshs 50 million. The firm produces products for export only to the US and its 39