The Survival of Internet-Based B2B Exchanges

Abstract

Researchers have suggested that businesses are undergoing a paradigm shift due to the emergence of the Internet. In the business-to-business arena, fundamental process changes are taking place due to the emergence of Internet-based B2B exchanges. Three types of B2B exchanges have emerged-independent or third party industry specific B2B exchanges, buyer or supplier coalition-based B2B exchanges, and corporate B2B exchanges. While the costs savings associated with Internet-based B2B exchanges are well understood, this paper highlights the critical role that relationships will play in the success or failure of B2B exchanges. Using transactional cost framework, we analyze the various types of Internet-based B2B exchanges and conclude that corporate exchanges have a comparative advantage over open market exchanges, as well as over buyer or supplier coalition-based exchanges. It is our expectation that this paper will serve as a catalyst for future research in this area.     

Emerging Securities Exchanges in Africa

ABSTRACT

African securities markets have not received the academic attention of those in Latin America and Southeast Asia. Historically, capital markets have not played a significant role in financing the development of the African economy. Today, however, African governments are focusing on the importance of moving toward more market-oriented economies and developing the financial market infrastructure to mobilize funds from both the private and public sectors. This paper describes the institutional characteristics of a newly revitalized stock exchange in Nairobi, Kenya. The study concludes that historical and cultural factors play a significant role in the characteristics of the Nairobi Stock Exchange.     

Consumer Adoption of Mobile Internet Services: An Exploratory Study

This study provides a framework that captures the antecedents of mobile internet adoption and the willingness to pay for such service. The theory of reasoned action and components of a theory of innovation adoption were integrated into a research model of consumer adoption of the mobile internet. The hypothesized model included service quality perceptions (fixed internet and mobile technology service), beliefs about mobile internet, and individual difference variables to explain intention to adopt mobile internet. An online questionnaire was used to gather data. The results showed that beliefs and quality perceptions play a significant role in influencing intentions to adopt mobile internet. In particular, beliefs about mobile internet are positively related to the adoption; quality perceptions of fixed internet are found significant to negatively influence adoption intentions, but positively relate to willingness to pay for using mobile internet. Mobile service usage, and peer influence are found non-significant to influence adoption intentions. Fixed internet usage was found negatively affect adoption intentions. Computer skills, knowledge of mobile internet and career mobility are all found positively related to the adoption. In addition, innovation driven consumers are more likely to adopt mobile internet, and intention to adopt plays an important role in shaping actual mobile internet use. Implications of results and directions for future research are examined.     

Drivers of Customers’ Adoption and Adoption Timing of a New Loyalty Card in the Grocery Retail Market

The authors study consumers’ process of adoption of a new loyalty card in a grocery retail context. More specifically, the authors simultaneously investigate the impact of attitudinal, behavioral, and socio-demographic variables on the likelihood of adoption and the time to adoption. They show that these variables differently affect the adoption likelihood and timing and demonstrate the importance of attitudinal measures of customer loyalty such as commitment to the store. This research confirms the so-called self-selection bias and extends it to the attitudinal dimension of loyalty. Some guidelines are proposed to increase the effectiveness of loyalty card program launches.     

An Empirical Study of Factors Influencing E-Commerce Adoption/Non-Adoption in Slovakian SMEs

While the global emergence of e-commerce has led businesses to take advantage of the technologies available to them to enhance their use of e-commerce, small and medium-sized enterprises (SMEs) are known for not adopting information technology to create jobs. Due to the dearth of studies of SME adoption of technology in transitioning European countries such as Slovakia, (Saffu, Walker, and Mazurek 2012 Saffu, K., J. H. Walker, and M. Mazurek. 2012. Perceived strategic value and e-commerce adoption among SMEs in Slovakia. Journal of Internet Commerce 11 (1):1–23. doi:10.1080/15332861.2012.650986.[Taylor &; Francis Online] , [Google Scholar]), it is imperative to understand the factors that differentiate SME e-commerce adopters from non-adopters. Adoption and non-adoption factors of 230 Slovakian SMEs were empirically examined using logistic regression. Compatibility and Organizational Readiness, Decision and Operational Aids, and External Pressure were significant for discerning e-commerce adoption. Practical, policy, and research implications are presented. This study goes beyond the determinants of e-commerce adoption and contributes to the understanding of factors that distinguish between adopters and non-adopters of e-commerce for Slovakian SMEs.     

Adoption and Use of Electronic Meeting Systems in Large Australian and New Zealand Organizations

As globalization increases and competition grows, firms are becoming increasingly dependent upon group work and collaboration. The recent surge of reengineering efforts to reinforce a process view of organizational work and the emergence of virtual corporations spanning the globe indicate that firms are relying more on group work today than ever before. Information technology (IT) may have the capability to greatly enhance the quality of collaboration in accomplishing group tasks. This paper focuses on electronic meeting systems (EMS), which are mostly aimed at supporting group work in a face-to-face setting, and empirically assesses their adoption and use in supporting task-oriented collaborative work in Australian and New Zealand organizations. Results from survey data collected from 147 organizations indicate that EMS adoption has been somewhat limited. Most organizations had not adopted EMS to support group work. Further, both the level of adoption and level of use of EMS within the organizations was very low. Barriers to adoption were identified along with implications for future research. Organizational barriers, including compatibility with cognitive styles, lack of incentives and resistance to change, were the most important adoption obstacles. Technological and costs issues were somewhat less significant. Overall, the findings are fairly similar to the US study on which the survey instrument was based, though some adoption differences occurred which may be related to the structure and ownership of the organizations.     

基于双边市场理论的物流信息平台定价策略研究

面向车货匹配的物流信息平台具有典型的双边市场特征,而价格是物流信息平台与其双边用户货主和车主利益博弈的主要工具。本文运用双边市场理论分析了物流信息平台的定价问题。文章分别从垄断平台双边定价和单边定价的角度给出了物流信息平台最优定价决策,并进行了对比分析和敏感性分析,最后扩展到竞争平台的定价决策。通过建模分析发现,物流信息平台对货主的定价与货主的网络效应强度有关,当货主的网络效应强度大于车主的网络效应时对货主收费,否则对货主免费或补贴;物流信息平台对于车主的定价与车主的增值服务效益成负相关关系,当车主为平台带来的增值服务收益大于某临界值时对车主免费甚至补贴;物流信息平台单边收费时的总利润低于双边收费时的平台总利润。最后结合我国车货匹配市场,以某物流信息平台为对象进行了案例分析。     

An Investigation of Antecedents for the Development of Customer Support Services in Manufacturing Companies

ABSTRACT

There is widespread agreement in the literature that customer satisfaction is an important driver of organizational performance. However, existing research has tended to focus on only a few variables which mediate the link between customer satisfaction and organizational performance (especially customer loyalty). The goal of this paper is to provide deeper insights into the outcomes of customer satisfaction by studying the link between customer satisfaction and price sensitivity, drawing upon different theoretical perspectives (i.e., transaction cost theory and equity theory). The study is based on a dyadic data set collected from salespeople and their customers across multiple manufacturing and services industries in a business-to-business context. Results indicate the presence of an inverse relationship between customer satisfaction and price sensitivity. Findings also indicate that the link under consideration is particularly strong in the case of high product/service specificity and product/service complexity.     

第三方B2B电子商务平台定价研究——基于双边市场理论

利用双边市场理论对完全垄断下的第三方B2B电子商务平台进行建模,得出了平台利润最大化条件下的定价策略。平台对买方和供给方收取的注册费是受到任意一方各种参数影响的。     

Understanding New Religion-Compliant Product Adoption (NRCPA) in Islamic Markets

This study examines the relationships between religious beliefs, brand personality, and new religion-compliant product adoption (NRCPA) in Islamic markets. Findings confirm that religious consumers tend to behave in accordance with a society or group that follows the same beliefs, and that these consumers’ behavior and lifestyle are influenced by similar religious groups and social relationships. In addition, the more religious the consumer, the more likely they will adopt or favour/disfavour a new product in accordance with his/her religious beliefs. Finally, the three constructs–relative advantages, compatibility and complexity–are found to partially mediate the influential relationship between religious beliefs and new religion-compliant product adoption. International firms that target Muslim markets, with an aim to profit and fit in these markets, must take into account the Islamic values, standards and guidelines.     

Relational Norms in Interfirm Exchanges: From Transactional Cost Economics to the Service-Dominant Logic

Purpose: This article investigates the implication and importance of the service-dominant (S-D) logic to the increasingly relevant study and practice of Interorganizational relational exchange. It points out that relational exchange theory (norms) is an earlier reflection of the S-D logic. Recognizing a need for the transactional cost economics (TCE) framework to address bilateral or hybrid types of exchanges, marketing channel researchers have for over twenty years incorporated relational exchange theory (RET) and TCE to investigate problems of formal contract, environmental uncertainty, power/dependency, and opportunism. However, some theoreticians view relational modes of exchange to be broader in scope than that studied within TCE. We propose a conceptual framework that incorporates TCE constructs with S-D logic principles in order to provide a rich contemporary guide for future relational exchange research and practice.

Methodology/Approach: We first expose the essential elements of the S-D logic and describe relational exchange theory and the problems generated by TCE. Database searches reveal a continuous stream of fifty empirical studies between 1988 and 2009 in which Macneil's relational norms were operationalized in the context of interfirm exchanges. The studies are analyzed from the viewpoint of TCE and the emerging S-D logic. The empirical findings were also discussed in terms of their contribution to validating a fundamental premise of the S-D logic. Subsequently, using S-D logic's conception of operant resources, we suggest several avenues for developing questions and conducting future relational norms research.

Empirical Findings: The findings validate the fundamental assumption of S-D logic, that relational exchange is instrumental in the co-creation of value (exchange performance) whether service is rendered directly or indirectly through goods or a combination of both. Exchange performance is better when the formal contract exists within a relational context. Relational exchange is effective in contexts of both high and low environmental uncertainty, may attenuate the negative effects of power/dependency differences and mitigate opportunistic behavior.

Originality/Value/Contribution: This article is a comprehensive review of relational norms research. It links the empirical findings conducted within the combined conceptual approaches of relational exchange theory and the TCE framework. It provides a comprehensive discussion of the essentials of the S-D logic and its compatibility with previous relational norm research. It outlines an S-D logic inspired framework for future research linking operant resources (knowledge, skills, and technology) to relational norms, facilitators of service-for-service, and value co-creation in interorganizational exchange networks.     

An Assessment of Foreign Direct Investment Opportunities in Hungary

In this paper, we analyze Hungary's economic environment and locational factors, and their relevance to managers considering foreign direct investment in Hungary. Our findings suggest that, among Eastern European countries, Hungary is rightly the preferred location for foreign direct investment. In particular, Hungary currently offers excellent opportunities for firms attempting to use the country as an export platform and to firms aiming at improving their cost position. Over the longer term, we expect manufacturing firms in the high-end export markets to perform the best.     

Challenges for B-to-B Doctoral Programs: A Commentary on “Doctoral Programs in Business-to-Business Marketing: Status and Prospects,” by Erwin Danneels and Gary L. Lilien

ABSTRACT

The fast-paced development of the Internet as a mechanism for efficient communication and transactions has led to the growth of diverse forms of electronic business-to-business marketing linkages. Such linkages have profound implications for the development and exploitation of newer constellations of supply chains as well as for the re-design and re-orientation of existing ones. Newer sources of value and competitive advantage enable firms to better manage their existing relationships with suppliers and customers. Moreover, firms are now equipped with better tools for engaging in advantageous alliances with other firms possessing complementary resources.

While various Internet-based business-to-business (B2B) business models have failed in recent times, most existing B2B exchanges can be classified into a general typology based on the type of linkages, access and governance. Three major types of B2B buyer-seller linkages are identified as “net marketplaces,” “industry consortia,” and “virtual private networks.” This paper evaluates the comparative properties of these major types of exchanges and identifies various antecedent factors that would impinge on a firm's decision to participate in any of these types of exchanges.     

Country-of-origin effects and antecedents of industrial brand equity

Does the country-of-origin effect matter to industrial brand equity in international business-to-business (B2B) markets? The effect of a product's country-of-origin (COO) on both industrial buyers' and consumers' perceptions and evaluations has been one of the most widely studied phenomena in the fields of international business, marketing, and consumer behavior since the 1960s. Although many country-of-origin studies focus on consumer behavior in developed countries and acknowledge that the processes and stages of economic development by which consumers use COO information may differ in developing countries, the fact that there has been little research to investigate the effects of COO could explain the variations in international buyers' evaluations of industrial brand equity in the newly-industrialized economies, such as Taiwan. Taiwanese firms are now formidable global B2B market players by successfully transforming themselves from manufacturing mainly low-value and labor-intensive goods to producing many high value-added products that require advanced technology, equipment and significant business expertise. With the adoption of advanced technology and equipment, an important question is whether unique and innovative fastener products from Taiwan have generated the country-of-origin effects in international B2B buyers' minds. The main finding is that the country-of-origin of fasteners has not yet become an important antecedent of industrial brand equity in the case of the fastener industry in Taiwan.     

Online Marketing: A Boon or Bane for Business in Singapore?

This paper examines the impact of e-commerce through online marketing among the multi-national corporations in Singapore. A survey was carried out to examine the differences between online and traditional marketing strategies, to explore the possibility of online marketing replacing traditional marketing, and consequently, the future of online marketing in Singapore. The findings reveal that MNCs do adopt different marketing strategies, both online and offline, in aspects of product, price, place, promotion, people, physical evidence and promotion. Results indicate that online marketing is still in its infancy in Singapore. Although most MNCs are not selling online but some plan to do so within twelve months.     

A Benchmark for B2B Use of E-Commerce

ABSTRACT

A telephone survey of 517 corporate executives in large and mixed-sized companies was used to determine the status of business-to-business (B2B) e-commerce. Findings included that only one-quarter of respondents used B2B e-commerce in their businesses, but 41% said that their companies planned to add e-commerce to their Websites. Of those who conducted e-commerce, 73% found it a profitable way to reach customers without cannibalizing traditional sales revenue. The timing of the survey, between periods of economic expansion, makes this a valuable benchmark for the adoption of e-commerce.     

概率论在商品流通中的应用

本文介绍了概率论中的中心极限定理的基本内涵,通过商品流通中的实例介绍了中心极限定理在商品流通中抽样检查、商品订购、获利问题的应用,说明了中心极限定理在商品流通中的作用。     

Government Programs and Diffusion of Innovations in Taiwan: An Empirical Study of Household Technology Adoption Rates

ABSTRACT

This research mirrors Olshavsky's (1980) groundbreaking study by using penetration data for household technologies in Taiwan. Results support conventional wisdom that adoption rates are increasing over time. Moreover, rates were negatively associated with price. This research goes beyond Olshavsky by examining whether adoption rates differ across geographical regions types (i.e., rural, townships, and metropolitan). Adoption rates for nine household technologies at the three geographical types are not significantly different. Support is lent to the proposition that government rural development policies promoting education and physical infrastructures have fostered relatively equal diffusion patterns of household technologies in Taiwan.     

农业技术应用与农户收入增长:以江西农户为例

关于农业技术应用问题的研究,大都是围绕农户收入影响农业技术应用这一分析路径考查两者关系,而从农业技术应用影响农户收入增长这一分析路径探讨两者关系的研究相对缺乏。为此,探讨现阶段农业技术应用对农户收入增长的影响及其传导机制更具有重大的理论价值和现实意义。由于江西是我国中部地区典型的农业大省,通过对江西省农业技术应用影响农民收入增长的实证研究,可以更加精确地估计和验证农业技术应用对农民收入增长的影响程度,从而为政府相关部门进一步完善农业技术推广服务和促进农民增收提供有益的决策参考。     

Adoption of Biometric Authentication Systems: Implications for Research and Practice in the Deployment of End-User Security Systems

Recent security lapses have demonstrated the importance of augmenting authentication protocols in sensitive areas of the economy, such as financial services and banking. In addition, new legislative requirements for secondary authentication mechanisms have highlighted the use of biometric technology as a reliable, but not required, means of authentication. The focus of this study examines the factors that influence the adoption of biometric authentication in organizations. The research model measures the relative contribution that variables in three categories (External Pressure, Readiness, and Perceived Benefits) have in the intent to adopt biometric authentication in financial services institutions. Managers of these institutions were surveyed, and the resulting model indicates that, as expected, the intent to adopt is driven by competitive factors, an organization's financial resources, and the perceived benefits associated with the technology. An important unanticipated finding from this research is that managerial support was not shown to be significantly related to adoption intent, which may be attributed to the context of biometric systems adoption. This research advances our understanding of the adoption literature by demonstrating how structural factors can influence the decisions made by organizational actors and by applying theories of adoption to a new technology—biometrics.