Impressionable or Immune? Examining the Influence of Marquee Sellers in B2B Secondary Market Platforms for IT Products

2023 | Information Systems Research | Citations: 0

Authors: Alhauli, Abdullah; Elmaghraby, Wedad J.; Gopal, Anandasivam

Abstract: Although digital platforms have become mainstream, there still remain some unans ... Expand

Abstract: Although digital platforms have become mainstream, there still remain some unanswered questions pertaining to managing platform ecosystems. One such unexplored question pertains to the effect of marquee sellers on the platform—marquee sellers arguably attract other sellers and buyers to the platform, thereby enhancing the platform’s value. In this paper, we study how adding a marquee seller to a business-to-business (B2B) secondary-market platform for IT products affects other sellers, in terms of the prices they obtain for comparable products. Using proprietary data on B2B secondary-market auctions obtained from a platform provider, we show that the entry of a marquee seller has a positive effect on the prices obtained by other sellers on the platform, reflecting a reference-price effect. We further show that this positive effect on final prices is moderated by the extent to which bidders are active on multiple seller sites on the same platform and the extent to which bidders participate in the marquee seller site. We explain these effects using theory in multihoming and involvement, in terms of how reference prices are set. Our work extends the platforms literature by considering the specific influence of a marquee seller on other sellers, thereby informing platform owners on the implications of the advice to add more marquee sellers to platforms. We also contribute to the literature on secondary markets for durable, used IT products, which are instrumental in reducing electronic waste and mitigating the environmental damage done by electronic products in landfills.History: Raghu Santanam, Senior Editor; Pallab Sanyal, Associate Editor.Supplemental Material: The online appendix is available at https://doi.org/10.1287/isre.2022.1137. Collapse

Topics: Apple iPhone business-to-business willingness to pay network effect mobile system

Methods: robustness check descriptive statistic statistical hypothesis test post-hoc analysis ordinary least square

Theories: involvement theory

THE DARK SIDE OF DIGITAL PLATFORMS: UNDERSTANDING SMALL AND MEDIUM ENTERPRISES' DEPENDENCE ON THIRD-PARTY PLATFORMS

2023 | European Conference On Information Systems | Citations: 0

Authors: Asadullah, Ahmad; Faik, Isam; Lim, Shi Ying

Abstract: The digital platform business model has evolved and become a dominant form of e ... Expand

Abstract: The digital platform business model has evolved and become a dominant form of economic interaction worldwide. Small and medium enterprises (SMEs) had to shift their business to platforms to survive in this new market. While existing studies show the positive side of SMEs' use of platforms, there has been little research on the dark side of their participation in the platform economy, particularly their high dependence on platforms. We conducted a qualitative study to examine the mechanisms of dependence and its repercussions on SMEs' performance. Our findings suggest that SMEs' dependence on platforms arises from high importance, low discretion, and limited substitutability. We also find that, beyond their dependence on single platforms, SMEs generally become dependent on an oligopolistic system of dominant platforms. This dependence heightens the power asymmetry between platforms and SMEs. We highlight major manifestations of this power asymmetry, including the platform's ability to restrict access to resources and to prioritize different stakeholders' interests in their ecosystem. Collapse

Topics: electronic commerce digital platform business-to-consumer website electronic business

Methods: qualitative interview field study computational algorithm personal interview theory development

Theories: resource dependency theory

STAY WITH ME - CONVERSATIONAL CHURN PREVENTION IN DIGITAL SUBSCRIPTION SERVICE

2023 | European Conference On Information Systems | Citations: 0

Authors: Benner, Dennis; Schöbel, Sofia

Abstract: ... Expand

Abstract: Collapse

Topics: digital service usage intention ease of use business-to-consumer business-to-business

Methods: qualitative interview design artifact experimental group survey experiment

Theories: technology acceptance model

Balancing on the Triple-Bottom-Line: Tensions in the Success Factors of Digital Business Models for Sustainability

2023 | HICSS | Citations: 0

Authors: Böttcher, Timo; Petry, Jana; Weking, Jörg; Hein, Andreas

Abstract: We need innovations that enable a sustainable economy and sustainable private co ... Expand

Abstract: We need innovations that enable a sustainable economy and sustainable private consumption to meet the grand challenges of the UN Sustainable Development Goals. As an essential source of innovation, startups play a crucial role in improving sustainability by creating innovative and sustainable products and services as part of their business models (BMs). Since BMs are at a firm's core, BMs are a decisive factor that influences whether startups fail or thrive; we analyze the success factors of sustainable BMs. We interviewed 16 experts from 15 startups implementing sustainable BMs based on digital technologies and one incubator specializing in sustainability. We identify six success factors representing tensions in digital BM design that entrepreneurs need to address. Our analysis shows how the design of sustainable digital BMs differs from regular digital BMs and how the tensions affect the success of startups. For established firms, the results guide BM design and technology use. Collapse

Topics: business-to-business value creation systems implementation entrepreneurship innovation management

Methods: qualitative interview qualitative coding theory development

The Motivation of Companies to Implement Corporate Digital Responsibility Activities Voluntarily: An Empirical Assessment

2023 | International Conference on Business Informatics | Citations: 0

Authors: Carl, K. Valerie; Kubach, Michael; Mihale-Wilson, Cristina

Abstract: Technological advancements such as Artificial Intelligence afford new opportuni ... Expand

Abstract: Technological advancements such as Artificial Intelligence afford new opportunities and pose new challenges. In this context, Corporate Digital Responsibility (CDR) has gained increasing attention. CDR presents a comprehensive and well-structured approach to companies' responsibilities in the digital setting. While the threats of digitalization start to materialize, research on CDR is still in its infancy, with little empirical understanding of whether and why companies engage in CDR practices. This qualitative study addresses the motivation of companies to pursue CDR by conducting 29 expert interviews. In practice, firms implement CDR activities to follow their inner motivation or to satisfy external expectations. Our results indicate that motivation differs primarily according to the company size and the addressees of efforts. Motivational sources for conducting CDR activities are rather company-specific while allowing for some generalization based on company types. In this way, this study enables several future research avenues worth pursuing. Collapse

Topics: business-to-consumer business-to-business electronic business financial performance telephone

Methods: qualitative interview qualitative coding personal interview mixed method qualitative content analysis

An Empirical Study of Information Technology Capabilities to Enable Value Chain Activities and Interfaces

2023 | Information Systems Frontiers | Citations: 0

Authors: Chou, Yen-Chun; Shao, Benjamin B. M.

Abstract: Information technology (IT) is a critical resource and asset for a firm’s intern ... Expand

Abstract: Information technology (IT) is a critical resource and asset for a firm’s internal operations and external interactions with outside stakeholders. This paper explores IT capabilities that enable a retailer’s value chain activities and interfaces with suppliers and customers. IT capabilities that enable the value chain activities of logistics and operations as well as those of marketing and sales are identified to examine how they influence a retailer’s implementation of value chain interfaces. Through the lens of organizational information processing theory (OIPT), we find that both IT capabilities and IT infrastructure play a pivotal role in implementing value chain interfaces but in distinctive ways. On the supplier-facing side, a retailer’s IT infrastructure and IT capabilities enabling logistics and operations are essential to its vendor-managed inventory (VMI) system. On the customer-facing side, a retailer’s e-commerce website requires IT infrastructure and IT capabilities that enable marketing and sales. Moreover, synergies are found downstream for e-commerce website that benefits from the integration of IT infrastructure and IT capabilities enabling logistics and operations while such synergies are not found upstream for VMI. This partial complementary effect is explicated by the sequential asymmetric information dependency of value chain activities. Finally, we discuss the implications of our findings for the research and practice of IT enablement and integration. Collapse

Topics: information technology capability electronic commerce website information technology infrastructure logistics management

Methods: survey chi squared test descriptive statistic econometric modeling regression analysis method

Theories: organizational information processing theory

Does the new entrant eat my pie or enlarge my pie? Market entry investigation in the online-to-offline on-demand context

2023 | Decision Support Systems | Citations: 0

Authors: Dai, Hongyan; Ta, La; Xu, Xun

Abstract: The facilitation of information technology has led to the rapid development of o ... Expand

Abstract: The facilitation of information technology has led to the rapid development of online-to-offline commerce, and this mode is attracting increasing businesses to enter the market. Its unique on-demand features affect con­ sumers’ shopping behaviors. This study uses a difference-in-difference approach with propensity score matching and machine learning approaches to examine the impact of a new giant online-to-offline entrant on consumers’ ordering and spending behavior. We find that overall, the new entrant has a negative impact on consumers’ ordering and spending from the perspective of existing providers. This negative impact is amplified if the con­ sumers are highly engaged on the platform. However, the new entrant effect is reduced if the providers use inhouse rather than outsourced deliverymen or consumers have a relatively long distance from the new entrant. Furthermore, the new entrant effect is altered if the platform implements technological innovation. On a provider level, the new entrant has a direct negative impact on consumers’ ordering and spending from homogenous providers; however, a positive spillover effect is observed in terms of increasing consumers’ spending on het­ erogeneous providers. The direct effect occurs immediately, while the spillover effect appears in a time-lagged pattern. On a product level, we find that the new entrant negatively affects consumers’ ordering and spending on substitute products also sold by the new entrant, but that their spending on non-substitute products is boosted. Our findings provide decision support for the new entrant and existing providers to expand the market to stimulate consumers’ purchase from both, to enhance their financial performance. Collapse

Topics: decision support digital innovation innovation management electronic commerce financial performance

Methods: experimental group k-means clustering machine learning computational algorithm Student's t-test

Identifying governance mechanisms for data sharing in collaborative platform ecosystems

2023 | European Conference On Information Systems | Citations: 0

Authors: Costabile, Carolina; Øvrelid, Egil

Abstract: The fish farming industry is one of the fastest-growing industries and will be ... Expand

Abstract: The fish farming industry is one of the fastest-growing industries and will be one of the most important businesses in the future. However, more salmon than ever died prematurely in Norway in 2021, mainly due to disease and lice treatments. To improve this situation, sharing data related to lice is crucial. However, to facilitate data sharing, a platform for storing data, data comparability, and trustworthy relationships must be secured. Sharing data poses challenges that require proper governance. Based on a longitudinal, qualitative case study of a collaborative platform ecosystem in the Norwegian aquaculture industry, we identify governance mechanisms that enable data sharing and develop a model for the gradual maturation of data sharing. Our insights from a collaborative platform ecosystem within a traditional industry complement the extant research, mainly focused on centralized platform ecosystems. We also provide guidance for practitioners who want to enable data sharing in their ecosystems. Collapse

Topics: digital ecosystem business-to-business business-to-consumer data governance application programming interface

Methods: case study qualitative interview business process modeling longitudinal research archival research

Social Media Adoption, Usage And Impact In Business-To-Business (B2B) Context: A State-Of-The-Art Literature Review

2023 | Information Systems Frontiers | Citations: 0

Authors: Dwivedi, Yogesh K.; Ismagilova, Elvira; Rana, Nripendra P.; Raman, Ramakrishnan

Abstract: Social media plays an important part in the digital transformation of businesses ... Expand

Abstract: Social media plays an important part in the digital transformation of businesses. This research provides a comprehensive analysis of the use of social media by business-to-business (B2B) companies. The current study focuses on the number of aspects of social media such as the effect of social media, social media tools, social media use, adoption of social media use and its barriers, social media strategies, and measuring the effectiveness of use of social media. This research provides a valuable synthesis of the relevant literature on social media in B2B context by analysing, performing weight analysis and discussing the key findings from existing research on social media. The findings of this study can be used as an informative framework on social media for both, academic and practitioners. Collapse

Topics: social media business-to-business business-to-consumer marketing management Facebook

Methods: survey qualitative content analysis literature study regression analysis method personal interview

Theories: technology acceptance model motivation theory theory of task technology fit resource based view of the firm

Designing Digital Platforms: A Synthetization of Relevant Design Topics for Business Models from a Literature Review

2023 | HICSS | Citations: 0

Authors: Goertler, Thomas; Papert, Marcel; Schmidt, Malou

Abstract: Digital platforms (DPs) represent a challenging research object. In this context ... Expand

Abstract: Digital platforms (DPs) represent a challenging research object. In this context, scientific literature has produced a large number of publications studying DPs. Given the importance of designing DPs in both academia and practice, the purpose of this study is to synthesize the current research findings on DPs and provide a framework with possible design topics under consideration from a business model perspective. A systematic literature review (SLR) was conducted to identify and synthesize the relevant findings. We analyzed 22 publications published before May 2021. The analysis shows that, in terms of "Value Propositions", most design topics were identified. In contrast, only one design topic was identified for "Customer Relationships", "Customer Segments", and "Cost Structure". In sum, our results present a framework with design topics for DPs and support the alignment of further research. Practitioners receive an overview of design topics for DPs that encourage today`s digital transformation projects. Collapse

Topics: price management business model value creation database system information system use

Methods: synthesis literature study design framework structured literature research literature sample