Determinants of B2B e-commerce adoption in Saudi Arabian firms

Business-to-business (B2B) electronic commerce (e-commerce) has become an increasingly important initiative among organisations. The factors affecting the adoption decisions have been well-documented but there is a paucity of empirical studies that examine the adoption of e-commerce in developing economies in the Arab world. The aim of our study is to provide insights into the salient e-commerce adoption issues by focusing on Saudi Arabian businesses. We developed a conceptual model for B2B e-commerce adoption incorporating six factors. Survey data from 450 businesses were used to test the model and hypotheses. The analysis demonstrates that, (1) when e-commerce preliminary adoption is investigated, organizational IT readiness, management support and regulatory environment emerge as the strongest factor, (2) pressure from customers may not have much effect on the preliminary adoption of e-commerce by companies, but does significantly influence on the utilisation of e-commerce by firms, and (3) Saudi Arabia has a strong ICT infrastructure for supporting e-commerce practices. Taken together, these findings on the multi-dimensionality of e-commerce adoption show that preliminary adoption and utilisation of ecommerce are not only different measures of ecommerce adoption, but also have different determinants. The implications of the findings are discussed and suggestions for future inquiry are presented.

Electronic commerce adoption:a study of business-to-business practice in Saudi Arabia

Electronic commerce (e-commerce) has become an increasingly important initiative among organisations. The factors affecting adoption decisions have been well-documented, but there is a paucity of empirical studies that examine the adoption of e-commerce in developing economies in the Arab world. The aim of this study is to provide insights into the salient e-commerce adoption issues by focusing on Saudi Arabian businesses. Based on the Technology-Organisational-Environmental framework, an integrated research model was developed that explains the relative influence of 19 known determinants. A measurement scale was developed from prior empirical studies and revised based on feedback from the pilot study. Non-interactive adoption, interactive adoption and stabilisation of e-commerce adoption were empirically investigated using survey data collected from Saudi manufacturing and service companies. Multiple discriminant function analysis (MDFA) was used to analyse the data and research hypotheses. The analysis demonstrates that (1) regarding the non-interactive adoption of e-commerce, IT readiness, management team support, learning orientation, strategic orientation, pressure from business partner, regulatory and legal environment, technology consultants‘ participation and economic downturn are the most important factors, (2) when e-commerce interactive adoption is investigated, IT readiness, management team support, regulatory environment and technology consultants‘ participation emerge as the strongest drivers, (3) pressure from customers may not have much effect on the non-interactive adoption of e-commerce by companies, but does significantly influence the stabilisation of e-commerce use by firms, and (4) Saudi Arabia has a strong ICT infrastructure for supporting e-commerce practices. Taken together, these findings on the multi-dimensionality of e-commerce adoption show that non-interactive adoption, interactive adoption and stabilisation of e-commerce are not only different measures of e-commerce adoption, but also have different determinants. Findings from this study may be valuable for both policy and practice as it can offer a substantial understanding of the factors that enhance the widespread use of B2B e-commerce. Also, the integrated model provides a more comprehensive explanation of e-commerce adoption in organisations and could serve as a foundation for future research on information systems.

Revisão, aplicação e avaliação dos mercados eletrónicos - emarket

Os mercados eletrónicos são sistemas de informação (SI) utilizados por várias entidades organizacionais distintas dentro de um ou vários níveis em termos das cadeias de valor económico (Journal Electronic Markets, 2012). Segundo (Bakos, 1998) têm um papel central na economia, facilitando a troca de informações, produtos, serviços e pagamentos. Durante o processo, é criado valor económico para o comprador, fornecedor, intermediários do mercado e para a sociedade em geral. O comércio eletrónico é o ato de realizar um qualquer tipo de negócio através de uma via eletrónica e é constituído por modelos diversificados onde se destacam o Business to Business (B2B) e o Business to Consumer (B2C). O modelo B2B possui uma quota de 90 % de todo o comércio, sendo esse sucesso intrinsecamente relacionado em grande parte às vantagens que as suas plataformas oferecem às empresas que inseridas nelas (Anacom, 2004). O âmbito principal deste trabalho é o estudo dos B2B, tendo sido para tal definidos os seguintes objetivos: Realizar a identificação do estado atual bem como a evolução dos mercados B2B em Portugal; Caraterização das funcionalidades das plataformas que atuam no tecido nacional e por fim fazer a criação de um conjunto de orientações de apoio a empresas que desejam fazer a inserção nestes mercados. Para serem alcançados os objetivos propostos na dissertação, foram inquiridas várias organizações ao mesmo tempo que foi realizada uma pesquisa de temas e artigos relacionados com os mercados eletrónicos e plataformas B2B, recorrendo a sites como a B-On.pt, e utilizando o motor de busca Google. Este relatório apresenta a seguinte estrutura: No capítulo 1 é apresentada a introdução teórica das matérias apresentadas nos capítulos seguintes; O capítulo 2 é centrado no comércio eletrónico, definições mais comuns e são demonstrados os modelos mais preponderantes do comércio eletrónico; No capítulo 3 são expostas todas as vertentes do modelo B2B, as principais plataformas B2B a atuar no tecido nacional, as suas funcionalidades e modo de operação bem como uma apresentação das principais plataformas a nível mundial; No capítulo 4 são apresentados um conjunto de tópicos de auxílio a empresas que desejem fazer a sua inserção neste tipo de mercados; Por último são descritas as principais conclusões retiradas na realização da dissertação. Em suma, este trabalho reúne um conjunto de dados e orientações úteis, decorrentes do estudo realizado de auxílio a empresas a aderirem aos mercados eletrónicos, visto ser uma abordagem promissora para as organizações.

Estimation Models for the adoption and use of information technology: internet-related technologies at firm level in the Portuguese and European context

Dissertação apresentada como requisito parcial para obtenção do grau de Doutor em Gestão de Informação

The Beglocal framework applied to B2C E-commerce

This case-study examined the use of the BeGloCal Framework applied to B2C E-commerce, for a fast moving consumer goods European manufacturing firm. It explains how the framework supported the team within the company to identify the right local market as to where to start the project, the problem for the company was to find the most appealing area to invest resources. By going through all the steps of the framework the findings led the company to London (Kensington and Chelsea). It shows how managers should act when they have to find a trade-off between standardization and adaptation.

A framework of brand value in B2B markets: the contributing role of functional and emotional components

The creation of value is admittedly a critical task for marketers regardless of industry. This paper focuses on a type of value that has traditionally been perceived as irrelevant to industrial markets and argues that brand value facilitates the progression from goods and services value to relationship value. To address the limited amount of research on B2B branding from the suppliers' point of view, we complement insights gained from a literature review with ten exploratory interviews with B2B supplier managers, and develop a framework of brand value applicable to industrial markets. This identifies both the functional (i.e., quality, technology, capacity, infrastructure, after sales service, capabilities, reliability, innovation) and emotional qualities (i.e., risk reduction, reassurance, trust) important for the development of industrial brand equity. Situational (e.g. nature of the purchase) and environmental factors (e.g. the economic situation) affecting suppliers' perceptions of the importance of brand in a B2B context and the role of functional versus emotional brand qualities are discussed. The value of the brand as a driver for the development of business to business relationships is also highlighted. The framework provides a basis for B2B practitioners to build their brands in such a way as to make a functional as well as an emotional connection with buyers that is more likely to lead to a supplier–buyer relationship.

A Unified Framework for e-Commerce Systems Development : Business Process Pattern Perspective

In electronic commerce, systems development is based on two fundamental types of models, business models and process models. A business model is concerned with value exchanges among business partners, while a process model focuses on operational and procedural aspects of business communication. Thus, a business model defines the what in an e-commerce system, while a process model defines the how. Business process design can be facilitated and improved by a method for systematically moving from a business model to a process model. Such a method would provide support for traceability, evaluation of design alternatives, and seamless transition from analysis to realization. This work proposes a unified framework that can be used as a basis to analyze, to interpret and to understand different concepts associated at different stages in e-Commerce system development. In this thesis, we illustrate how UN/CEFACT’s recommended metamodels for business and process design can be analyzed, extended and then integrated for the final solutions based on the proposed unified framework. Also, as an application of the framework, we demonstrate how process-modeling tasks can be facilitated in e-Commerce system design. The proposed methodology, called BP3 stands for Business Process Patterns Perspective. The BP3 methodology uses a question-answer interface to capture different business requirements from the designers. It is based on pre-defined process patterns, and the final solution is generated by applying the captured business requirements by means of a set of production rules to complete the inter-process communication among these patterns.

Analisi, progettazione e sviluppo di un e-commerce con framework magento

Progettazione e sviluppo di un e-commerce di articoli sacri utilizzando Magento come framework. Introduzione agli strumenti e tecniche di creazione per un catalogo.

Corporate brand identity management – proposal of a new framework

The term “corporate brand” has been widely used in literature since the eighties. According to Balmer (1998) this concept tends to be used as an alternative to the concept of corporate identity. The author argues that the use of branding principles to discuss corporate identity has tended to align the area more closely with marketing. However, the literature on brand management (Aaker, 1991; Kapferer, 1991 and de Chernatony and McDonald, 1992), gives little attention to the corporate brand” (p. 985). Based on the concepts of corporate brand, brand identity and B2B relationship, the authors are interested in eliminating this gap in literature by designing a framework of corporate brand identity management. The aim of this investigation is to investigate the impact of B2B relationships in corporate brand identity management. The methodology used is quantitative analysis of surveys and scale development. The originality of this paper is to investigate the influence of the relationship between brands in corporate brand identity. This investigation is very important to help the decisions of the corporate brand managers and academics. According to literature, namely on corporate brands (Balmer 2002b, Hatch and Schultz, 2001, 2003) and on brand identity (Kapferer, 1991, 2008, Aaker, 1996, de Chernatony, 1999) the authors developed a corporate brand identity management framework considering relationships between brands a context variable with definite impact on identity management as stated by Hakansson and Snehota (1989, 1995). These authors consider that organisations´ identity management is pursued under a relational perspective with impact on identity management. Most researchers on identity and corporate brand emphasise the importance of external influences (Kennedy, 1977; King, 1991; de Chernatony, 1999; Balmer and Gray, 2000; Balmer, 2002a). Those influences concern legislation, concurrence, political issues... and stakeholders’ perceptions and reputations (due to the holistic approach demanded by corporate brands). In this context the authors claim the importance of another influence: B2B relationships. This decision is inspired in sociological studies (Mannheim, 1950; and Tajfel and Turner, 1979) regarding individual identity. These authors claim that individuals form their personality by interacting in the social field. The authors argue that corporate brand identity also develops itself under a relational approach. The relationships selected to pursue this investigation are the ones that are developed by Portuguese universities and investigation centres that cooperate by developing investigation. Those centres are administrative and financially autonomous

Growth hacking model for B2B saas startups

The following project introduces a model of Growth Hacking strategies for business-tobusiness Software-as-a-Service startups that was developed in collaboration with and applied to a Portuguese startup called Liquid. The work addresses digital marketing channels such as content marketing, email marketing, social marketing and selling. Further, the company’s product, pricing strategy, partnerships and website communication are examined. Applying best case practices, competitor benchmarks and interview insights from numerous industry influencers and experts, areas for improvement are deduced and procedures for each of those channels recommended.

Chancen und Risiken von E-Commerce

Obgleich der Boom der New Economy Schwung verloren hat, nehmen der elektronische Handel zwischen Unternehmen (B2B) und der elektronische Verkauf an private Endkunden (B2C) weiterhin deutlich zu. Dieser Prozess wird von den Industrieländern angeführt, setzt sich aber mit Zeitverzögerung auch in Entwicklungsländern durch. Dies hat weitreichende Folgen für die Rolle von Unternehmen im Produktionssystem – sowohl in Industrie - als auch in Entwicklungsländern. Das Internet ermöglicht neue Marketingkonzepte und neue Koordinationsformen in der Wertschöpfungskette, vor allem aber erhöht es die Markttransparenz und den Wettbewerbsdruck. Der Begriff Electronic Commerce (E-Commerce) zu Deutsch elektronische Handeln, ist nicht neu. Seit Jahrzehnten tauschen Unternehmen Geschäftsdaten über eine Vielzahl von Netzwerken aus. Die drastische Entwicklung des Internets hat einen großen Teil dazu beigetragen, dass sich der elektronische Handel enorm ausgedehnt hat. Angefangen mit einer reinen Vermittlung von Daten zwischen Unternehmen über geschlossene Computernetzwerke, erfuhr er eine Wandlung zu einem ausgedehnten Netzwerk von kommerziellen Aktivitäten, die sowohl privaten als auch kommerziellen Teilnehmern vollkommen neue Möglichkeiten eröffnen [Laga, 1998]. Das Internet ist zum Synonym für eine neue Welt und für die New Economy geworden. Jedes Unternehmen, welches im E-Business eine aktive Rolle spielen möchte, durchläuft einen Entwicklungsprozess vom einfachen Verkauf im Internet zur Umsetzung der Prinzipien des E-Business. E-Commerce und E-Business werden oft synonym verwendet, jedoch unterscheiden sie sich voneinander im Bezug auf Ausprägung und Reichweite [Internet-Manual.de].

ServEngine : Framework pel desenvolupament de serveis en línia

En aquest projecte es desenvoluparà ServEngine, un framework per al desenvolupament de serveis de portals, comunitats virtuals i sistemes de comerç electrònic basat en el patró MVC i, com s'elegirà més endavant després d'un procés d'anàlisi i comparació, utilitzant Struts com a base de desenvolupament.

Anàlisi, disseny i implementació d'una aplicació B2B.

Aquest projecte es una mostra de les diferents etapes que es necessiten per desenvolupar una aplicació feta en arquitectura J2EE. Els requeriments funcional que he decidit implementar són bàsics dintre d'una botiga virtual.

B2B Integration in Global Supply Chains: An Identification of Technical Integration Scenarios

The competitiveness of businesses is increasingly dependent on their electronic networks with customers, suppliers, and partners. While the strategic and operational impact of external integration and IOS adoption has been extensively studied, much less attention has been paid to the organizational and technical design of electronic relationships. The objective of our longitudinal research project is the development of a framework for understanding and explaining B2B integration. Drawing on existing literature and empirical cases we present a reference model (a classification scheme for B2B Integration). The reference model comprises technical, organizational, and institutional levels to reflect the multiple facets of B2B integration. In this paper we onvestigate the current state of electronic collaboration in global supply chains focussing on the technical view. Using an indepth case analysis we identify five integration scenarios. In the subsequent confirmatory phase of the research we analyse 112 real-world company cases to validate these five integration scenarios. Our research advances and deepens existing studies by developing a B2B reference model, which reflects the current state of practice and is independent of specific implementation technologies. In the next stage of the research the emerging reference model will be extended to create an assessment model for analysing the maturity level of a given company in a specific supply chain.

Towards a dynamic model of e-commerce: environmental, technological and organisational drivers of B2C along time

Despite the important benefits for firms of commercial initiatives on the Internet, e-commerce is still an emerging distribution channel, even in developed countries. Thus, more needs to be known about the mechanisms affecting its development. A large number of works have studied firms¿ e-commerce adoption from technological, intraorganizational, institutional, or other specific perspectives, but there is a need for adequately tested integrative frameworks. Hence, this work proposes and tests a model of firms¿ business-to-consumer (called B2C) e-commerce adoption that is founded on a holistic vision of the phenomenon. With this integrative approach, the authors analyze the joint influence of environmental, technological, and organizational factors; moreover, they evaluate this effect over time. Using various representative Spanish data sets covering the period 1996-2005, the findings demonstrate the suitability of the holistic framework. Likewise, some lessons are learned from the analysis of the key building blocks. In particular, the current study provides evidence for the debate about the effect of competitive pressure, since the findings show that competitive pressure disincentivizes e-commerce adoption in the long term. The results also show that the development or enrichment of the consumers¿ consumption patterns, the technological readiness of the market forces, the firm¿s global scope, and its competences in innovation continuously favor e-commerce adoption.