What Influences Choice of Business-to-Business Connectivity Platforms?

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dc.contributor Aalto-yliopisto fi
dc.contributor Aalto University en
dc.contributor.author Penttinen, Esko
dc.contributor.author Halme, Merja
dc.contributor.author Lyytinen, Kalle
dc.contributor.author Myllynen, Niko
dc.date.accessioned 2018-10-02T11:30:40Z
dc.date.available 2018-10-02T11:30:40Z
dc.date.issued 2018
dc.identifier.citation Penttinen , E , Halme , M , Lyytinen , K & Myllynen , N 2018 , ' What Influences Choice of Business-to-Business Connectivity Platforms? ' International Journal of Electronic Commerce , vol 22 , no. 4 , pp. 479-509 . DOI: 10.1080/10864415.2018.1485083 en
dc.identifier.issn 1086-4415
dc.identifier.other PURE UUID: 4643a08c-2d73-4242-b4a7-dc9947af9d13
dc.identifier.other PURE ITEMURL: https://research.aalto.fi/en/publications/what-influences-choice-of-businesstobusiness-connectivity-platforms(4643a08c-2d73-4242-b4a7-dc9947af9d13).html
dc.identifier.other PURE FILEURL: https://research.aalto.fi/files/28201614/What_Influences_Choice_of_Business_to_Business_Connectivity_Platforms.pdf
dc.identifier.uri https://aaltodoc.aalto.fi/handle/123456789/34117
dc.description.abstract Business-to-Business (B2B) 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 between competing platforms: Which platform features matter and in what proportion in the decision maker’s choice? To address this gap, we conduct a field 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 between 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% 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. en
dc.format.extent 479-509
dc.format.mimetype application/pdf
dc.language.iso en en
dc.relation.ispartofseries International Journal of Electronic Commerce en
dc.relation.ispartofseries Volume 22, issue 4 en
dc.rights openAccess en
dc.subject.other 512 Business and management en
dc.title What Influences Choice of Business-to-Business Connectivity Platforms? en
dc.type A1 Alkuperäisartikkeli tieteellisessä aikakauslehdessä fi
dc.description.version Peer reviewed en
dc.contributor.department Department of Information and Service Management
dc.contributor.department Namia
dc.subject.keyword connectivity platform
dc.subject.keyword choice problem
dc.subject.keyword platform features
dc.subject.keyword conjoint analysis
dc.subject.keyword 512 Business and management
dc.identifier.urn URN:NBN:fi:aalto-201810025200
dc.identifier.doi 10.1080/10864415.2018.1485083
dc.type.version publishedVersion

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