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

2021 | HICSS | Citations: 0

Authors: Penttinen, Esko; Rinta-Kahila, Tapani; Sihvonen, Jukka

Abstract: The paper examines the impact of external pressure in the act of onboarding trad ... Expand

Abstract: The paper examines the impact of external pressure in the act of onboarding trading partners to business-tobusiness (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. Collapse

Topics: electronic data interchange business-to-business network effect cloud computing accounting information system

Methods: survey descriptive statistic theory development literature study cross sectional research

Theories: institutional theory

Toward IT support for coordination in network organizations

1996 | Information & Management | Citations: 10

Authors: Ching, Chee; Holsapple, Clyde W.; Whinston, Andrew B.

Abstract: A critical issue facing managers of information technology (IT) today is how to ... Expand

Abstract: A critical issue facing managers of information technology (IT) today is how to respond to the emergence and growth of the network organization that is virtually formed by separate firms, each retaining its own authority in major budgeting and pricing matters, to function as integral parts of a greater organization. What can and should be done from an IT standpoint to support and exploit this new organization form? What needs and opportunities exist for new kinds of computer-based systems devised specifically to facilitate management and coordination in network organizations? A prerequisite for answering these questions in a systematic, definitive way is clear understanding of the variables and constructs involved in coordinating such organizations. An empirically supported model of coordination in network organizations is introduced. Our model development takes a ‘reputation’-oriented framework of coordination within network organizations as a starting point. The model posits that participating firms' reputation strongly influence coordination decisions in networks, affecting each firms' initiation into the organization, selection for task execution, and termination from the network. Collapse

Topics: system support telephone facsimile transmission electronic data interchange frequency of use

Methods: survey descriptive statistic field study case study generalized linear model