TY - JOUR
T1 - Utilization of business technologies
T2 - Managing relationship-based benefits for buying and supplying firms
AU - Kim, Namwoon
AU - Pae, Jae H.
AU - Han, Jin K.
AU - Srivastava, Rajendra K.
N1 - Funding Information:
The first author acknowledges the research support from the Hong Kong Polytechnic University's General Research Grant (A-PG33) for this study.
PY - 2010/4
Y1 - 2010/4
N2 - There is increasing evidence to suggest that organizations often fail to fully capitalize on the purchased business technologies due to their failure to utilize the new procurement throughout their corporate system. To this end, this study sets out to identify the factors that play a tangible role in facilitating the utilization of procured business technologies. In this context, we not only examine the direct effects of technology and organizational culture on utilization, but also assess the moderating effects of user environments and supplier service orientation on these direct relationships. More importantly, we focus on the impact of utilization in creating the relationship-based benefits for both the technology user and supplier. Using data on purchase and use of customer relationship management (CRM) system, we empirically validate that the user firm's corporate culture, perceived technology attributes, environmental turbulence, and the supplying firm's service orientation are critical in increasing the utilization level of business technologies, which in turn helps to create/sustain relationship-based advantages for both parties.
AB - There is increasing evidence to suggest that organizations often fail to fully capitalize on the purchased business technologies due to their failure to utilize the new procurement throughout their corporate system. To this end, this study sets out to identify the factors that play a tangible role in facilitating the utilization of procured business technologies. In this context, we not only examine the direct effects of technology and organizational culture on utilization, but also assess the moderating effects of user environments and supplier service orientation on these direct relationships. More importantly, we focus on the impact of utilization in creating the relationship-based benefits for both the technology user and supplier. Using data on purchase and use of customer relationship management (CRM) system, we empirically validate that the user firm's corporate culture, perceived technology attributes, environmental turbulence, and the supplying firm's service orientation are critical in increasing the utilization level of business technologies, which in turn helps to create/sustain relationship-based advantages for both parties.
KW - Relationship-based benefits
KW - Technological orientation
KW - Technology attributes
KW - Technology utilization
UR - http://www.scopus.com/inward/record.url?scp=77951256035&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2008.11.004
DO - 10.1016/j.indmarman.2008.11.004
M3 - Article
AN - SCOPUS:77951256035
SN - 0019-8501
VL - 39
SP - 473
EP - 484
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 3
ER -