Predicting the Level of B2b E-Commerce in Industrial Organizations

Business-to-business (B2B) e-commerce has gained insignificance throughout the business world, but little research has been doneregarding its viability, commercial potential, and impact on other businesses.This study investigates the firm, context, and innovation characteristics ofB2B e-commerce. Based on factors including innovation characteristics, channel factors,context, and organizational structure, thirteen hypotheses areproposed.To complete the study, data were compiled from themanufacturer's membership list of the U.S. Council of Logistics Management(CLM); 152 completed surveys were returned.Several analysis methods wereused, including a principal components analysis. The results indicate that 8 of the 13 hypotheses are supported, and theseare as follows:compatibility with current systems relates positively tooverall B2B use; cooperative norms with consumers promote B2B e-commerce;coercive customer influence directed at a firm has a positive influence one-commerce; size correlates with overall e-commerce use; process turbulencerelates with B2B e-commerce; IT adoption concentration correlates to decreasedB2B e-commerce; technocratic specialization positively relates to overalle-commerce use; and integration and overall B2B e-commerce are positivelyrelated.Implications and areas for future research are suggested.(AKP)