Organizational Capabilities in E-Commerce: An Empirical Investigation of E-Brokerage Service Providers

A. Saini
2005 Journal of the Academy of Marketing Science  
E-commerce not only has tremendous potential for growth but also poses unique challenges for both incumbents and new entrants. By examining drivers of firm performance in e-commerce from a capabilities perspective, the authors conceptualize three firm capabilities that are critical for superior firm performance in e-commerce: information technology capability, strategic flexibility, and trustbuilding capability. The extent and nature of market orientation is conceptualized as a platform for
more » ... raging e-commerce capabilities. The authors test the effects of e-commerce capabilities on performance (e.g., relative profits, sales, return on investment) using data from 122 e-brokerage service providers. The results indicate that information technology capability and strategic flexibility affect performance given the right market orientation.
doi:10.1177/0092070305276150 fatcat:ctmss5rrdjd27l4vuugspnzfcy