Predicting the level of B2B e-commerce in industrial organizations
Business-to-business, Electronic commerce, Innovation, Organizational structure
Industrial Marketing Management
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 e-commerce 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 are more likely than small firms to have greater levels of B2B e-commerce and firms are more likely to use B2B e-commerce with customers that use recommendations rather than threats to encourage e-commerce use.
Department of Marketing
Original Publication Date
DOI of published version
Claycomb, Cindy; Iyer, Karthik; and Germain, Richard, "Predicting the level of B2B e-commerce in industrial organizations" (2005). Faculty Publications. 2960.