Determinants and Performance Outcome of SMEs' Use of Vertical B‐to‐B e‐Marketplaces to Sell Products

Abstract

This study measures the influence of four key determinants on SMEs' use of vertical B‐to‐B marketplaces to sell products and assesses whether the use of these electronic intermediaries can have a positive impact on SMEs' operational performance. The theoretical model is tested on data collected from 148 SMEs operating in one Canadian province. Results show that SMEs technological readiness, external pressure and support from technology experts positively influence SMEs use of B‐to‐B e‐marketplaces to sell products. The structural model also demonstrates that the characteristics of B‐to‐B e‐marketplaces, external pressure and support from technology experts are antecedents to SMEs technological readiness. Moreover, findings show that SMEs technological readiness completely mediates the relationship between the characteristics of B‐to‐B e‐marketplaces and SMEs use of B‐to‐B e‐marketplaces to sell products while partially mediating the relationship between the support from technology experts and B‐to‐B e‐marketplaces to sell products. Finally, the use of B‐to‐B e‐marketplaces to sell products can provide operational benefits to SMEs.

Keywords:

• B‐to‐B e‐marketplaces
• small and medium enterprises (SMEs)
• adoption
• operational performance