The moderating role of power exercise in B2B E-commerce adoption decision

B2B E-commerce (B2B EC) is a technology that supports relationship between business partners.In adopting such technology, power exercise plays a crucial role. Misunderstood power exercised within B2B EC may generate unrealistic or inaccurate outcomes. Unfortunately, the role of power exercise is nearly ignored in B2B EC adoption literature.In response, using the Resources-Dependency-Theory (RDT) and Diffusion-Innovation-Theory (DIT), this paper argues on the interaction between the influence of innovation characteristics and power exercise, so as to explain B2B EC adoption.This proposition could improve understanding B2B EC adoption and help to resolve inconsistency of findings in the literature

ICIS Panel Summary: Should Institutional Trust Matter in Information Systems Research?

This paper summarizes and expands the panel on Should Institutional Trust Matter in Information Systems Research? that was presented during the ICIS 2005 Conference in Las Vegas. The panel was co-chaired by Paul A. Pavlou of the University of California and by David Gefen of Drexel University. The panelists were Izak Benbasat of the University of British Columbia, Harrison McKnight of Michigan State University, Katherine Stewart of the University of Maryland, and Detmar W. Straub of Georgia State University. There were about 150 people attending the panel and taking part in the lively discussion that pursued. Due to the interest the panel aroused, this paper expands on the topics discussed and presents them in a much broader perspective in a set of appendices

Predicting intention to adopt B2B electronic commerce in Jordan: The moderating role of trust and dependency

Business to Business Electronic Commerce (B2B EC) has great potentials to extend firms’ competency and efficiency. As such, Jordan has an objective to increase the diffusion of this technology. Despite extensive government efforts, the adoption of B2B EC is still limited. Consequently, there have been extensive efforts to better understand the phenomena. Yet, documented findings regarding the determinants of the adoption are not altogether consistent. To provide more insight, this study developed a research model utilizing the Technological, Organizational, and Environmental (TOE) framework to identify the determinants of the firms’ propensity to adopt B2B EC. Since B2B EC is an inter-organizational phenomenon supporting transactions of partnerships, this study emphasizes the context of partnership characteristics. Grounded on inter-organizational theories, this study hypothesized that partnership characteristics, namely trust and dependency, moderate the role of TOE motivating factors. Moreover, given that B2B EC is used on both sides of the buyer/seller relationship, this study examined the differences and similarities in the perception of the marketing and purchasing departments regarding the determinants of the B2B EC adoption. A total of 798 questionnaires were self administrated to marketing and purchasing managers in 462 firms that have large registered capital in Jordan. In total, 114 marketing and 125 purchasing managers participated in this study. Marketing and purchasing responses were analyzed separately using the Partial Least Squares approach. The result revealed that the marketing and purchasing departments do have different views regarding the determinants of the adoption, specifically in terms of the role of Relative Advantage and Competition Pressure. Moreover, the results showed that the moderating role of trust was less pronounced. Meanwhile, the moderating role of dependency was partially supported particularly in the purchasing perspective. These findings have demonstrated how dependence asymmetries between trading partners may change the adoption motivations. They further explain the importance of considering the views of the business partner for the adoption to be done successfully

Localization of Crowdfunding Platforms : The Influencing Role of Culture, Institutions and Geography

Master's thesis Business Administration BE501 - University of Agder 2019This master thesis examines the role played by culture, geography and institutions onEuropean crowdfunding platform’s decision to localize their content towards international markets. The authors conducted a binary logistic regression analysis is based on 470 observations of platform-country dyads collected from 269 European crowdfunding platforms and supplemented by additional sources of macro level indicators. Of the eleven hypotheses, social trust, geographical distance, high-context culture, rule of law and the investment orientation on platform have an effect on the decision to localize the platforms. IT infrastructure and the cultural dimensions of individualism, uncertainty avoidance, as well as a compounded variable of cultural distance, did not impact the same decision. The study’s findings are limited contextually to European crowdfunding platforms offering lending, equity, donation and reward-based models. Other micro-factors or countries of operation may exhibit different patterns than what is presented in this thesis. The study is one of the first in the field of localization andcrowdfunding, opening up for new discussions and insights. The results constitute and challenge the pre-existing theory on website localization. This thesis’ findings suggest that the context of this research is of significant impact as cultural adaptation has been highlighted to be one of the key factors to succeed in foreign markets in other industries

Reflections on “Social media: Influencing customer satisfaction in B2B sales” and a research agenda

Given the indirect role of social media in value creation, the article “Social media: Influencing customer satisfaction in B2B sales” by Agnihotri, Dingus, Hu, and Krush (2016) is notable for highlighting the role of social media as an antecedent to value generation within the sales process. Considering the fast pace at which knowledge of the impact of social media within B2B sales is developing, we critically appraise Agnihotri et al.’s work and position it within the emerging literature on social media communication in the sales process. We conclude with a research agenda identifying a diverse set of new directions for investigating social media within the sales process

Consumer Adoption of Net-Enabled Infomediaries: Theoretical Explanations and an Empirical Test

The emergence of infomediaries ?which allow online consumers to search for, and provide comparisons among, many online retailers ?is a prominent trend in e-commerce. However, little research has been done on consumer reactions to this new e-commerce tool. To explain why and how online shoppers adopt a new infomediary website, this study proposes a conceptual model with insights obtained from literatures on the technology acceptance model (TAM), the economics of intermediation, and transaction cost analysis (TCA). Infomediaries provide powerful search capabilities to online shoppers to provide them with a list of potential retailers (efficiency benefits), and then provide information to aid in selecting from this list of retailers (effectiveness benefits). Accordingly, the proposed model posits that infomediaries offer two major types of utilitarian benefits to online customers: namely, perceived efficiency and perceived effectiveness. In addition, the model predicts that one\u27s willingness to adopt an infomediary is a function of his/her evaluation of the two types of utilitarian benefits of using the infomediary, which are in turn determined by the subjective interpretation of his/her e-commerce transaction environment. The model was tested using data collected from an online questionnaire administered to 367 online shoppers. Online shoppers?intention to use the infomediary was found to be a function of the two types of utilitarian benefits and perceived ease of use. In addition, our findings suggest that online shoppers who are low on asset specificity (e.g., consumers who have not made a high transaction-specific investment toward a specific online retailer) and who also are high on uncertainty (e.g., consumers who believe that online retailers in general are opportunistic) tend to appreciate the benefits of using an infomediary more than other online shoppers

The interplay of strategic and internal green marketing orientation on competitive advantage

This paper seeks to clarify and refine the relationship between strategic and internal green marketing and firm competitiveness. Despite the significance of corporate environmental strategy to firms adopting a triple-bottom line performance evaluation, there is insufficient focus on strategic green marketing and its impact on a firm’s competitiveness. This study fills the gap by providing a comprehensive view of strategic green marketing and its impact on competitive advantage. Findings also reveal the moderating role of internal green marketing actions towards the development of a sustained competitive advantage. Specifically, the findings build on contemporary green marketing literature suggesting that a significant interplay between strategy and people exists which enhances the creation of competitive advantage. This in turn increases financial performance. Finally, this research uses an updated approach to build on current literature concerning the drivers and outcomes of strategic green marketing. This provides managers with nuanced insights about environmentally-driven competitive advantage