Skip to main content

The dual effect of resellers on electronic business adoption by SMEs

Buy Article:

$28.00 plus tax (Refund Policy)

Abstract:

This study examines the effects resellers have on the decision of a small manufacturing firm to adopt e-business. These effects are twofold: fear of alienating a reseller can impede the adoption, while the reseller's intentions to invest in e-business can facilitate the adoption. Both effects are more pronounced for firms with fewer than 50 employees and almost irrelevant for firms with more than 200 employees. The explicit channel cannibalization effect and the moderating role of the willingness to cannibalize are also significant.

Keywords: INTERNET CHANNEL; RESELLERS; SMES; WILLINGNESS TO CANNIBALIZE

Document Type: Research Article

DOI: http://dx.doi.org/10.5367/000000008783563019

Publication date: February 1, 2008

More about this publication?
  • Published quarterly, this journal provides a worldwide forum for the exploration and dissemination of ideas and experience relating to the development and application of entrepreneurship. IJEI is interdisciplinary, publishing the highest-quality work in business and management and in the social sciences. Authors and readers are drawn from government, industry and universities. It has particular appeal to researchers and teachers in higher education, especially in business schools, and university departments of management, sociology and psychology.

    Each issue includes double-blind peer-reviewed papers; a case study with teaching notes, an 'Internet Review' section which identifies and reviews Websites on a selected topic, and book reviews. For key topics go to www.ippublishing.com.
  • Subscribe to this Title
  • ingentaconnect is not responsible for the content or availability of external websites
ip/ije/2008/00000009/00000001/art00005
dcterms_title,dcterms_description,pub_keyword
6
5
20
40
5

Access Key

Free Content
Free content
New Content
New content
Open Access Content
Open access content
Subscribed Content
Subscribed content
Free Trial Content
Free trial content
Cookie Policy
X
Cookie Policy
ingentaconnect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more