Seller Performance in B2B e-Marketplaces: A Validated Exploratory Model Based on Resource-Based View and Transaction Cost Theory

摘要：

This research studies the performance of B2B sellers in e-Marketplaces (EMs) from both resource based and transaction cost perspectives. Organizational resources and capabilities,including: online marketing capability,EM management capability,online social networking capability, product/service quality,learning capability,and exclusive brokerage rights are proposed to impact B2B seller performance online positively. Two transaction cost factors,asset specificity and complexity of product description,are proposed to affect B2B seller performance online negatively. The hypotheses are tested empirically,based on an analysis of data gathered from 91 B2B online sellers. The results indicate mat general capabilities such as learning and social networking capability explain online seller performance better than specific functional capabilities,and asset specificity and complexity of product description can be sources of competitive advantage for online sellers,thus positively impacting B2B seller performance.

关键词： seller performance e-marketplace resource based view transaction cost theory

作者: Shan Wang Ji-ye Mao Norman P. Archer

作者单位: School of Business,Renmin University,Beijing,China Degroote School of Business,McMaster University,Canada

会议类型: 国际会议

会议名称: The Tenth Wuhan International Conference on E-Business(第十届武汉电子商务国际会议)

会议地点: 成都

会议语种:英文

页码: 343-352

在线出版日期: 2011-05-13（万方平台首次上网日期，不代表论文的发表时间）