Predicting the level of B2B e-commerce in industrial organizations

نویسندگان

  • Cindy Claycomb
  • Karthik Iyer
  • Richard Germain
چکیده

Through the use of business-to-business electronic commerce (B2B e-commerce), leading companies are transforming interorganizational transaction processing, trading, and collaboration into a competitive advantage. The research empirically examines several models with B2B ecommerce overall use as the dependent variable and innovation characteristics, context, channel factors, and organizational structure as the predictor variables. The results demonstrate that compatibility with existing systems, cooperative norms with customers, lateral integration within a firm, technocratic specialization, and decentralization of information technology decisions facilitate B2B e-commerce overall use. In addition, large firms aremore likely than small firms to have greater levels of B2B e-commerce and firms aremore likely to use B2B e-commerce with customers that use recommendations rather than threats to encourage e-commerce use. D 2004 Elsevier Inc. All rights reserved.

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تاریخ انتشار 2015