Can market knowledge from intermediaries increase sellers' performance in on-line marketplaces?

International Journal of Electronic Commerce

Volumn 14, Issue 4, 2010, Pages 69-102

  Lee, Jooryang ^a   Son, Jai Yeol ^b   Suh, Kil Soo ^b  

^a Science and Technology Policy Institute (STEPI)   (South Korea)

^b Yonsei University   (South Korea)

Author keywords

Market knowledge quality; market knowledge utilization; on line marketplaces; questionnaire survey; sellers' performance in on line marketplaces

Indexed keywords

EID: 77954561184     PISSN: 10864415     EISSN: None     Source Type: Journal    
DOI: 10.2753/JEC1086-4415140403     Document Type: Article

References (71)

1. Alavi, M., and Leidner, D.E. Review: Knowledge management and knowledge management systems: Conceptual foundations and research issues. Mis Quarterly, 25, 1 (2001), 107-136.
2. Armstrong, J.S., and Overton, T.S. Estimating nonresponse bias in mail surveys. Journal of Marketing Research, 14, 3 (1977), 396-402.
3. Bakos, J. Reducing buyer search costs: Implications for electronic marketplaces. management Science, 43, 12 (1997), 1676-1692.
4. Barney, J. Firm resources and sustained competitive advantage. Journal of management, 17, 1 (1991), 99-120.
5. Bendapudi, N., and Berry, L.L. Customers' motivations for maintaining relationships with service providers. Journal of retailing, 73, 1 (1997), 15-37.
6. Bharadwaj, A.S. A resource-based perspective on information technology capability and firm performance: An empirical investigation. Mis Quarterly, 24, 1 (2000), 169-196.
7. Brislin, R.W.; Lonner, W.J.; and Thorndike, R.M. Cross-Cultural research methods. New York: John Wiley, 1973.
8. Brynjolfsson, E., and Smith, M.D. Frictionless commerce? A comparison of Internet and conventional retailers. management Science, 46, 4 (2000), 563-585.
9. Chin, W.W. The partial least squares approach to structural equation modeling. In G.A. Marcoulides (ed.), modern methods for Business research. London: Lawrence Erlbaum, 1998, pp. 295-336.
10. Chin, W.W.; Marclin, B.L.; and Newsted, P.R. A partial least squares latent variable modeling approach for measuring interaction effects: Results from a Monte Carlo simulation study and voice mail emotion/adoption study. Information Systems research, 14, 2 (2003), 189-217.
11. Cohen, W.M., and Levinthal, D.A. Absorptive capacity: A new perspective on learning and innovation. Administrative Science Quarterly, 35,(1),128-152.
12. Day, G.S., and Nedungadi, P. Managerial representations of competitive advantage. Journal of marketing, 58, 2 (1994), 31-44.
13. DeLone, W.H., and McLean, E.R. Information system success: The quest for the dependent variable. Information Systems research, 3, 1 (1992), 60-92.
14. DeLone, W.H., and McLean, E.R. Measuring e-commerce success: Applying the DeLone & McLean Information Systems Success Model. International Journal of Electronic Commerce, 9, 1 (fall 2004), 31-47.
15. Devaraj, S.; Fan, M.; and Kohli, R. Antecedents of B2C channel satisfaction and preference: Validating e-commerce metrics. Information Systems research, 13, 3 (2002), 316-333.
16. Dyche, J. The CRM Handbook: a Business Guide to Customer relationship management. Boston: Addison-Wesley, 2001.
17. Fornell, C., and Larcker, D.F. Evaluating structural equation models with unobservable variables and measurement error. Journal of marketing research, 18, 1 (1981), 39-50.
18. Ganesan, S. Determinants of long-term orientation in buyer-seller relationships. Journal of marketing, 58, 2 (1994), 1-19.
19. Gefen, D.; Straub, D.; and Boudreau, M. Structural equation modeling and regression: Guidelines for research practice. Communications of the Association for Information Systems, 4, 7 (2000), 1-77.
20. Gilliland, D.I., and Bello, D.C. Two sides to attitudinal commitment: The effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels. Journal of the Academy of marketing Science, 30, 1 (2002), 24-43.
21. Glazer, R. Marketing in an information-intensive environment: Strategic implications of knowledge as an asset. Journal of marketing, 55, 4(1991), 1-19.
22. Goo, J.; Kishore, R.; Rao, H.R.; and Nam, K. The role of service level agreements in relational management of information technology outsourcing: An empirical study. Mis Quarterly, 33, 1 (2009), 119-145.
23. Grant, R.M. Toward a knowledge-based theory of the firm. Strategic Management Journal, 17, special issue (1996), 109-122.
24. Grant, R.M. Contemporary Strategy Analysis. Oxford: Blackwell, 2005.
25. Gray, P.H., and Meister, D.B. Knowledge sourcing effectiveness. Management Science, 50, 6 (2004), 821-834.
26. Grover, V., and Teng, J.T.C. E-commerce and the information market Communications of the ACM, 44, 4 (2001), 79-86.
27. Han, J.K.; Kim, N.; and Kim, H.B. Entry barriers: A dull-, one-, or two- edged sword for incumbents? Unraveling the paradox from a contingency perspective. Journal of Marketing, 65, 1 (2001), 1-14.
28. Jarvis, C.B.; MacKenzie, S.B.; and Podsakoff, P.M. A critical review of construct indicators and measurement model misspecification in marketing and consumer research. Journal of Consumer research, 30, 2 (2003), 199-218.
29. Kankanhalli, A.; Tanudidjaja, F.; Sutanto, J.; and Tan, B.C.Y. The role of IT in successful knowledge management initiatives. Communications of the ACM, 46, 9 (2003), 69-73.
30. Kannan, P.K., and Kopalle, P.K. Dynamic pricing on the Internet: Importance and implications for consumer behavior. International Journal of Electronic Commerce, 5, 3 (spring 2001), 63-83.
31. Kogut, B., and Zander, U. Knowledge of the firm and the evolutionary theory of the multinational corporation. Journal of International Business Studies, 24, 4 (1993), 625-645.
32. Kulkarni, U.R.; Ravindran, S.; and Freeze, R. A knowledge management success model: Theoretical development and empirical validation. Journal of Management Information Systems, 23, 3 (2007), 309-347.
33. Lane, P.J., and Lubatkin, M. Relative absorptive capacity and interorga- nizational learning. Strategic Management Journal, 19, 5 (1998), 461-477.
34. Lee, H., and Choi, B. Knowledge management enablers, processes, and organizational performance: An integrative view and empirical examination. Journal of Management Information Systems, 20, 1 (2003), 179-228.
35. Li, T., and Calantone, R.J. The impact of market knowledge competence on new product advantage: Conceptualization and empirical examination. Journal of Marketing, 62, 4 (1998), 13-29.
36. Malhotra, A.; Gosain, S.; and El Sawy, O.A. Absorptive capacity configurations in supply chains: Gearing for partner-enabled market knowledge creation. MIS Quarterly, 29, 1 (2005), 145-187.
37. Marinova, D. Actualizing innovation effort: The impact of market knowledge diffusion in a dynamic system of competition. Journal of Marketing, 68, 3 (2004), 1-20.
38. Marsh, H.W., and Hocevar, D. Application of confirmatory factor analysis to the study of self-concept: First- and higher-order factors models and their invariance across groups. Psychological Bulletin, 97, 3 (1985), 562-582.
39. McKinney, V.; Yoon, K.; and Zahedi, F. The measurement of Web-customer satisfaction: An expectation and disconfirmation approach. Information Systems research, 13, 3 (2002), 296-315.
40. Menon, T., and Pfeffer, J. Valuing internal vs. external knowledge: Explaining the preference for outsiders. Management Science, 49, 4 (2003), 497-513.
41. Milgrom, P., and Roberts, J. The economics of modern manufacturing: Reply. American Economic review, 85, 4 (1995), 997-999.
42. Nelson, R.R.; Todd, P.A.; and Wixom, B.H. Antecedents of information and system quality: An empirical examination within the context of data warehousing. Journal of Management Information Systems, 21, 4 (2005), 199-235.
43. Nielsen, B.B. The role of knowledge embeddedness in the creation of synergies in strategic alliances. Journal of Business research, 58, 9 (2005), 1194-1204.
44. Nonaka, I. A dynamic theory of organizational knowledge creation. organization Science, 5, 1 (1994), 14-37.
45. Nunnally, J.C. Psychometric theory. New York: McGraw-Hill, 1978.
46. Oh, W., and Lucas, H.C., Jr. Information technology and pricing decisions: Price adjustments in online computer markets. MIS Quarterly, 30, 3 (2006), 755-775.
47. Parasuraman, A.; Zeithaml, V.A.; and Berry, L.L. A conceptual model of service quality and its implications for future research. Journal of Marketing, 49, 4 (1985), 41-50.
48. Pavlou, P.A. Institution-based trust in interorganizational exchange relationships: The role of online B2B marketplaces on trust formation. Journal of Strategic Information Systems, 11, 3/4 (2002), 215-243.
49. Pavlou, P.A., and Gefen, D. Building effective online marketplaces with institution-based trust. Information Systems research, 15, 1 (2004), 37-59.
50. Podsakoff, P.M., and Organ, D.W. Self-reports in organizational research: Problems and prospects. Journal of Management, 12, 4 (1986), 531-544.
51. Porter, M.E. Strategy and the Internet. harvard Business review, 79, 3 (2001), 63-78.
52. Ravichandran, T., and Lertwongsatien, C. Effect of information systems resources and capabilities on firm performance: A resource-based perspective. Journal of Management Information Systems, 21, 4 (2005), 237-276.
53. Reeves, C.A., and Bednar, D.A. Defining quality: Alternatives and implications. Academy of Management review, 19, 3 (1994), 419-445.
54. Rigdon, E. Structural equation modeling. In G.A. Marcoulides (ed.), Modern Methods for Business research. Mahwah, NJ: Lawrence Erlbaum, 1998, pp. 251-294.
55. Saini, A., and Johnson, J.L. Organizational capabilities in e-commerce: An empirical investigation of e-brokerage service providers. Journal of the Academy of Marketing Science, 33, 3 (2005), 360-375.
56. Sambamurthy, V.; Bharadwaj, A.; and Grover, V. Shaping agility through digital options: Reconceptualizing the role of information technology in contemporary firms. MIS Quarterly, 27, 2 (2003), 237-263.
57. Schulz, M. Pathways of relevance: Exploring inflows of knowledge into subunits of multinational corporations. organization Science, 14, 4 (2003), 440-459.
58. Siguaw, J.A.; Simpson, P.M.; and Baker, T.L. Effects of supplier market orientation on distributor market orientation and the channel relationship: The distribution perspective. Journal of Marketing, 62, 3 (1998), 99-111.
59. Simonin, B.L. Transfer of marketing know-how in international strategic alliances: An empirical investigation of the role and antecedents of knowledge ambiguity. Journal of International Business Studies, 30, 3 (1999), 463-490.
60. Soh, C.; Markus, M.L.; and Goh, K.H. Electronic marketplaces and price transparency: Strategy, information technology, and success. MIS Quarterly, 30, 3 (2006), 705-723.
61. Son, J.-Y., and Benbasat, I. Organizational buyers' adoption and use of B2B electronic marketplaces: Efficiency- and legitimacy-oriented perspectives. Journal of Management Information Systems, 24, 1 (summer 2007), 55-99.
62. Son, J.-Y.; Kim, S.S.; and Riggins, F.J. Consumer adoption of Net-enabled infomediaries: Theoretical explanations and an empirical test. Journal of the Association for Information Systems, 7, 7 (2006), 473-508.
63. Son, J.-Y.; Narasimhan, S.; and Riggins, F.J. Effects of relational factors and channel climate on EDI usage in the customer-supplier relationship. Journal of Management Information Systems, 22, 1 (2005), 321-353.
64. Spender, J.-C. Making knowledge the basis of a dynamic theory of the firm. Strategic Management Journal, 17 (winter 1996), 45-62.
65. Subramani, M. How do suppliers benefit from information technology use in supply chain relationships? MIS Quarterly, 28, 1 (2004), 45-73.
66. Tanriverdi, H. Information technology relatedness, knowledge management capability, and performance of multibusiness firms. MIS Quarterly, 29, 2 (2005), 311-334.
67. Teo, H.H.; Wei, K.K.; and Benbasat, I. Predicting intention to adopt interorganizational linkages: An institutional perspective. MIS Quarterly, 27, 1 (2003), 19-49.
68. Williamson, O.E. the Economic Institutions of Capitalism. New York: Free Press, 1985.
69. Zaheer, A., and Venkatraman, N. Determinants of electronic integration in the insurance industry: An empirical test. Management Science, 40, 5 (1994), 549-566.
70. Zander, U., and Kogut, B. Knowledge and the speed of the transfer and imitation of organizational capabilities: An empirical test. organization Science, 6, 1 (1995), 76-92.
71. Zwass, V. Electronic commerce and organizational innovation: Aspects and opportunities. International Journal of Electronic Commerce, 7, 3 (spring 2003), 7-37.