Modeling the success of small and medium sized online vendors in business to business electronic marketplaces in china: A motivation - Capability framework

Shan Wang, Yili Hong, Norm Archer, Youwei Wang

Research output: Contribution to journalArticle

3 Scopus citations

Abstract

This paper explores the performance of Chinese small and medium sized enterprises (SMEs) on Business-to-Business (B2B) electronic marketplaces (EMs). Based on a content analysis of 155 cases of high performing online Chinese vendors, this paper explains the success of SME online B2B vendors within a Motivation-Capability framework. This first generation of SME B2B online vendors proved highly motivated to increase sales and developed a set of Internet leveraged organizational capabilities to compete online, including capabilities for online marketing, product innovation, eCommerce management, etc. This study differs from traditional wisdom that online marketplaces will render Guanxi (a Chinese cultural phenomenon defined as close and pervasive interpersonal relationships, Yang, 1994) irrelevant since online marketplaces are perceived to be impersonal. In fact, Guanxi still matters online, but it takes new forms. This research offers important managerial implications for B2B SME online vendors on how to leverage EMs for higher performance.

Original languageEnglish (US)
Pages (from-to)45-75
Number of pages31
JournalJournal of Global Information Management
Volume19
Issue number4
DOIs
StatePublished - Oct 2011
Externally publishedYes

Keywords

  • Digital Organizational Capabilities
  • E-Commerce Performance
  • Entrepreneurial Motivation
  • Guanxi
  • Resource Based View
  • SME Online B2B Vendors

ASJC Scopus subject areas

  • Business and International Management
  • Computer Science Applications
  • Strategy and Management
  • Management Science and Operations Research
  • Information Systems and Management

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