Business-to-business e-commerce adoption: An empirical investigation of business factors

Narasimhaiah Gorla, Ananth Chiravuri, Ravi Chinta

    Research output: Contribution to journalArticlepeer-review

    25 Citations (Scopus)


    We develop an overarching model to explain the adoption of business-to-business e-commerce using five business factors: external environment, organizational context, decision-maker’s characteristics, technology context, and organizational learning. Data collected from IS executives was analyzed using logistic regression. Our model has a good fit with over 77 % variance explained. Findings indicate that the existence of informal interest groups, and the tolerant attitude of decision makers towards negative information about business-to-business e-commerce have significant influence on the adoption decision. In addition, our results indicate that price intensity and perceived barriers negatively affect the adoption decision.

    Original languageEnglish
    Pages (from-to)645-667
    Number of pages23
    JournalInformation Systems Frontiers
    Issue number3
    Publication statusPublished - Jun 1 2017


    • B2B e-commerce adoption
    • Business factors
    • Business to Business (B2B)
    • Electronic commerce
    • IT adoption
    • Information systems
    • Organizational adoption
    • Technology diffusion

    ASJC Scopus subject areas

    • Theoretical Computer Science
    • Software
    • Information Systems
    • Computer Networks and Communications


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