This paper discusses the role of the Web as a strategic communication tool for industrial marketers and its position in the business-to-business communication mix. Using the concepts of purchasing decision processes and hierarchy of effects models, the paper adapts the framework for the measurement of consumer web site efficiency developed by Berthon et al. (1996) to the industrial marketing setting. Examples are given of both large and small industrial organisations that are currently using their Web sites to achieve these objectives. The strategic implications of the framework and model are discussed.peer-reviewe
