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

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.