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

Narasimhaiah Gorla, Ananth Chiravuri, Ravi Chinta

Research output: Contribution to journalArticlepeer-review

29 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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