R. Grewal et al., An investigation into the antecedents of organizational participation in business-to-business electronic markets, J MARKET, 65(3), 2001, pp. 17-33
Business-to-business electronic markets have a profound influence on the ma
nner in which organizational buyers and sellers interact. As a result, it i
s important to develop an understanding of the behaviors of firms that part
icipate in these markets. The authors develop a typology for the nature of
organizational participation to explain the behaviors of user firms in busi
ness-to-business electronic markets. The proposed model hypothesizes that t
he nature of participation depends on organizational motivation and ability
. The authors conceptualize motivational factors in terms of efficiency and
legitimacy motivations and theorize that ability results from the influenc
e of organizational learning and information technology capabilities. They
test the model using organizational-level survey data from jewelry traders
that conduct business in an electronic market. The results indicate that bo
th motivation and ability are important in determining the nature of partic
ipation; however, the level of influence of motivation and ability varies w
ith the nature of participation.