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B-to-B E-Commerce Sales Expected to Grow to $1.1 Trillion by 2020

By Ad Age Staff Published on .

The report, "U.S. B2B E-Commerce Forecast: 2015 To 2020," projects that e-commerce will account for 12.1% of all b-to-b sales in the U.S. in the next five years, up from 9.3% this year.Driven largely by business buyers' preferences to buy more products and services online -- as well as improved e-commerce technologies -- b-to-b e-commerce sales in the U.S. will grow from $780 billion this year to an estimated $1.1 trillion by 2020, according to a new report from Forrester Research.

Forrester found that 74% of b-to-b buyers research at least half of their work purchases online, and 30% of b-to-b buyers complete at least half of their work purchases online. By 2017, 56% of b-to-b buyers will complete at least half of their work purchases online, according to the report.

The top industries in terms of total e-commerce revenue, today and in the near future, are petroleum and pharmaceutical. One of the fastest-growing segments in b-to-b e-commerce is electronics, particularly among engineers who are buying products online, according to the report.

If you are a B-to-B marketer looking for an agency partner to help you figure out an e-commerce strategy, turn to Look Book.

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