Pressuring trading partners to adopt a business-to-business connectivity platform - Stick or carrot?

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Abstract

The paper examines the impact of external pressure in the act of onboarding trading partners to business-to-business (B2B) connectivity platforms. Articulating different forms of external pressure (enticement and enforcement) and drawing on a survey of 121 organizations, it examines the effect of three enticement factors and three enforcement factors on firms' decision to adopt a B2B connectivity platform. In general, enforcement measures (“sticks”) were found to be more effective than enticement (“carrots”). Two exceptions are presented: enticement works better than enforcement in persuading organizations with high invoicing intensity or heavy use of cloud technologies. The authors discuss the overall finding and theorize in light of the empirical study's context, wherein the platform generates asymmetric benefits to the trading partners (i.e., an organization receiving the transaction document delivered through the B2B connectivity platform harnesses most of the benefits). The findings' implications for research and practice are considered.

Original languageEnglish
Title of host publicationProceedings of the 54th Annual Hawaii International Conference on System Sciences, HICSS 2021
EditorsTung X. Bui
PublisherIEEE Computer Society
Pages4733-4742
Number of pages10
ISBN (Electronic)9780998133140
DOIs
Publication statusPublished - 2021
MoE publication typeA4 Article in a conference publication
EventAnnual Hawaii International Conference on System Sciences - Maui, United States
Duration: 5 Jan 20218 Jan 2021
Conference number: 54

Publication series

NameProceedings of the Annual Hawaii International Conference on System Sciences
Volume2020-January
ISSN (Print)1530-1605

Conference

ConferenceAnnual Hawaii International Conference on System Sciences
Abbreviated titleHICSS
Country/TerritoryUnited States
CityMaui
Period05/01/202108/01/2021

Keywords

  • The Diffusion
  • impacts
  • Adoption and Usage of ICTs upon Society and Small Enterprises interorganizational systems

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