Abstract
Manufacturer-reseller relationships are increasingly becoming technology-infused as distribution managers are employing e-business tools to streamline existing channels. This research examines the role of social enforcement, relationship-technology fit and the perceived reseller benefits in reseller adoption of manufacturers' e-business tools. The results of the empirical test involving a sample of 224 resellers suggest that social enforcement and technology-relationship factors impact reseller e-business adoption, while reseller benefits play a mediating role. Implications of these findings for researchers and managers are discussed.
Original language | English (US) |
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Pages (from-to) | 217-223 |
Number of pages | 7 |
Journal | Journal of Business Research |
Volume | 63 |
Issue number | 3 |
DOIs | |
State | Published - Mar 2010 |
Keywords
- Adoption
- Manufacturer-reseller relationships
- Mediation
- Relationship-technology fit
- Reseller benefits
- Social enforcement
- e-Business tools
ASJC Scopus subject areas
- Marketing