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Reseller adoption of manufacturers' E-business tools: The impact of social enforcement, technology-relationship fit and the mediating role of reseller benefits: Working paper series--08-16

Osmonbekov, Talai (2008) Reseller adoption of manufacturers' E-business tools: The impact of social enforcement, technology-relationship fit and the mediating role of reseller benefits: Working paper series--08-16. Working Paper. NAU W.A. Franke College of Business.

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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.

Item Type: Monograph (Working Paper)
Publisher’s Statement: Copyright, where appropriate, is held by the author.
ID number or DOI: 08-16
Keywords: Working paper, e-business tools, adoption, reseller benefits, social enforcement, relationship-technology fit, mediation, manufacturer-reseller relationships
Subjects: H Social Sciences > HF Commerce
NAU Depositing Author Academic Status: Faculty/Staff
Department/Unit: The W.A. Franke College of Business
Date Deposited: 17 Oct 2015 23:06
URI: http://openknowledge.nau.edu/id/eprint/1519

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