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What Influences Choice of Business-to-Business Connectivity Platforms?
International Journal of Electronic Commerce ( IF 5 ) Pub Date : 2018-09-17 , DOI: 10.1080/10864415.2018.1485083
Esko Penttinen , Merja Halme , Kalle Lyytinen , Niko Myllynen

ABSTRACT Business-to-Business platforms provide connectivity and data exchange services and compete in several dedicated services, such as electronic invoicing (e-invoicing). Thus far, little research has examined the factors that influence firms’ choice among competing platforms: Which platform features matter, and in what proportion in the decision maker’s choice? To address this gap, we conduct an empirical study and triangulate with past theoretical explanations that have sought to account for the firm’s choice. Based on the analysis, we formulate a platform selection model that includes nine features: (1) reach, (2) total cost, (3) usability, (4) ease of system integration, (5) implementation capability, (6) platform support for service improvement, (7) service customization, (8) platform reputation, and (9) long-term sustainability. We apply conjoint analysis using firms’ selection data, collected from 282 firms that have recently made a purchase decision among e-invoicing platforms. All features except the vendor’s implementation capability are found to significantly influence the platform choice. Two features—usability and reach—dominate the choice and account for nearly 50 percent of the likely outcome. We use cluster analysis to examine the effect of firm size on firms’ preferences in platform features. As hypothesized, larger companies prefer interoperability, scale, and network effects, while smaller companies value local use efficiency and ease of use because they are more concerned with usability and cost. Our theoretical and managerial claims concerning platform choice highlight the difficulty of bootstrapping, the role of pricing and cost, the minor importance of implementation-related features, and the impact of longevity during platform contracting.

中文翻译:

什么影响企业对企业连接平台的选择?

摘要 企业对企业平台提供连接和数据交换服务,并在多项专用服务中展开竞争,例如电子发票(e-invoicing)。到目前为止,很少有研究考察影响企业在竞争平台中选择的因素:哪些平台特征很重要,在决策者的选择中占多大比例?为了解决这个差距,我们进行了一项实证研究,并与过去试图解释公司选择的理论解释进行三角测量。基于分析,我们制定了一个平台选择模型,包括九个特征:(1)覆盖面,(2)总成本,(3)可用性,(4)系统集成的容易程度,(5)实施能力,(6)平台支持服务改进、(7) 服务定制、(8) 平台声誉和 (9) 长期可持续性。我们使用从最近在电子发票平台中做出购买决定的 282 家公司收集的公司选择数据应用联合分析。发现除了供应商的实施能力之外的所有特性都显着影响平台选择。可用性和覆盖面这两个特征主导着选择,占可能结果的近 50%。我们使用聚类分析来检验公司规模对公司平台特征偏好的影响。正如假设的那样,大公司更喜欢互操作性、规模和网络效应,而小公司则看重本地使用效率和易用性,因为他们更关心可用性和成本。我们关于平台选择的理论和管理主张强调了引导的难度、定价和成本的作用、
更新日期:2018-09-17
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