Forecasting social CRM adoption in SMEs: A combined SEM-neural network method

The growth of social media usage questions the old-style idea of customer relationship management (CRM). Social CRM strategy is a novel version of CRM empowered by social media technology that offers a new way of managing relationships with customers effectively. This study aims to forecast the predictors of social CRM strategy adoption by small and medium enterprises (SMEs). The proposed model used in this study derived its theoretical support from IT/IS, marketing, and CRM literature. In the proposed Technology-Organization-Environment-Process (TOEP) adoption model, several hypotheses are developed which examine the role of Technological factors, such as Cost of Adoption, Relative Advantages, Complexity, and Compatibility; Organizational factors, such as IT/IS knowledge of employee, and Top management support; Environmental factors such as Competitive Pressure, and Customer Pressure; and Process factors such as Information Capture, Information Use, and Information Sharing; all having a positive relationship with social CRM adoption. This research applied a following two staged SEM-neural network method combining both structural equation modelling (SEM) and neural network analyses. The proposed hypothetical model is examined by using SEM on the collected data of SMEs in Kuala Lumpur, the central city of Malaysia. The SEM approach with a neural network method can be used to investigate the complicated relations involved in the adoption of social CRM. The study finds that compatibility, information capture, IT/IS knowledge of employee, top management support, information sharing, competitive pressure, cost, relative advantage, and customer pressure are the most important factors influencing social CRM adoption. Remarkably, the results of neural network analysis show that compatibility and information capture of social CRM are the most significant factors which affect SMEs' adoption of this form of customer relationship management. The outcomes of this research benefit executives' decision-making by identifying and ranking factors that enable them to discover how they can advance the usage of social CRM in their firms. Furthermore, the findings of this study can help the managers/owners of SMEs assign their resources, according to the ranking of social CRM adoption factors, when they are making plans to adopt social CRM. This study differs from previous studies as it proposes an innovative new approach to determine what influences the adoption of social CRM. By proposing the TOEP adoption model, additional information process factors advance the traditional TOE adoption model.     

Variable use of standards-based IOS enabling technologies in Australian SMEs: an examination of deliberate and emergent decision making processes

Use of inter-organizational systems (IOS) is widely recognized as pivotal to organizational success. However, the nature of decision making processes regarding the adoption and use of IOS-enabling technologies has received little research attention. The authors explore approaches to decision making relating to SMEs’ use of these technologies and outline the drivers and implications of such decision making. Data were collected through two crosssectional surveys and multiple case studies. The surveys allowed for the identification of two groups of three SMEs each—the first group increased and the second group decreased the use of IOS-enabling technologies over time. This identification provided the context of strategic change or transition in the use of these technologies over time. The study’s results challenge widely held assumptions about the performance benefits of higher-level, deliberate planning over functional-level, emergent decision making regarding SMEs’ technological choices. Results also show that SME managers mainly use flexible IOS technology adoption and implementation strategies to promote organizational performance. Further, two main factors drive flexible decision making: a lack of managerial power and a lack of financial resources. Overall, the study offers insights into the link between IOS-enabling technology use and organizational strategy, and advances research concerning the contingencies influencing SMEs’ decision making in this context.     

A two-staged SEM-neural network approach for understanding and predicting the determinants of m-commerce adoption

The advancement in wireless and mobile technologies has presented tremendous business opportunity for mobile-commerce (m-commerce). This research aims to examine the factors that influence consumers’ m-commerce adoption intention. Variables such as perceived usefulness, perceived ease of use, perceived enjoyment, trust, cost, network influence, and variety of services were used to examine the adoption intentions of consumers. Data was collected from 376 m-commerce users. A multi-analytic approach was proposed whereby the research model was tested using structural equation modeling (SEM), and the results from SEM were used as inputs for a neural network model to predict m-commerce adoption. The result showed that perceived usefulness, perceived enjoyment, trust, cost, network influence, and trust have significant influence on consumers’ m-commerce adoption intentions. However, the neural network model developed in this research showed that the best predictors of m-commerce adoption are network influence, trust, perceived usefulness, variety of service, and perceived enjoyment. This research proposed an innovative new approach to understand m-commerce adoption, and the result for this study will be useful for telecommunication and m-commerce companies in formulating strategies to attract more consumers.     

The e-business capability of small and medium sized firms in international supply chains

The reality of trade is that it takes two or more parties to do business, and therefore the capabilities of both selling and buying firms are important. Where over 60% of Small and Medium Enterprises (SMEs) in the USA and Canada have adopted some form of business process through a computer mediated network, such as the Internet, other countries have significantly lower adoption rates. In Asia and Latin America, where as many as 99% of all firms are classified as SMEs, low adoption rates may be an impediment to increased international trade. This paper takes a critical look at the existing research on adoption of e-business technology by SMEs internationally. In particular, we identify the gap in our knowledge about what makes SMEs in different countries capable of using the technology in their domestic and international supply chains. We present a typology of the business processes networked over computer-mediated processes from our preliminary empirical field research, interviewing 40 SMEs in Canada, Japan, China and Mexico. This is used to propose a model of international SME capability to guide future empirical research.     

Factors affecting the adoption of information and communication technology in small and medium enterprises: a perspective from rural Saudi Arabia

ABSTRACT

Small and medium enterprises (SMEs) can play an important role in the national economy of developing countries. The adoption of information and communication technology (ICT) has enabled local SMEs to participate in the international market. However, little research has addressed issues related to SMEs adopting ICTs, especially in rural areas of Middle Eastern developing countries such as Saudi Arabia. Using the extended technology-organization-environment framework with personal innovativeness, this study examined the factors that influence the adoption of ICTs among SMEs in rural areas of Saudi Arabia. The study found that relative advantages, top management support, culture, regulatory environment, owner/manager innovativeness and ICT knowledge had a significant relationship with ICT adoption among SMEs in Saudi Arabia, whereas compatibility, complexity and a competitive environment had no significant relationship with ICT adoption. The findings of this study will potentially help SME managers/owners and the Saudi government in the successful adoption and diffusion of ICT in SMEs located in rural areas in Saudi Arabia.     

Potential of critical e-applications for engaging SMEs in e-business: a provider perspective

Against a background of the low engagement of small and medium-sized enterprises (SMEs) in e-business, this paper investigates the emergence of, and potential for, critical e-applications defined as ‘an e-business application, promoted by a trusted third party, which engages a significant number of SMEs by addressing an important shared business concern within an aggregation.’ By a review of secondary data and empirical investigation with service providers and other intermediaries, the research shows that such applications can facilitate the engagement of SME aggregations. There are three key findings, namely: the emergence of aggregation-specific e-business applications; the emergence of collaboratively based ‘one to many’ business models; and the importance of trusted third parties in the adoption of higher-level complexity e-business applications by SMEs. Significantly, this work takes a deliberately provider perspective and complements the already considerable literature on SME IT adoption from a user and network perspective. In terms of future research, the importance of a better conceptual understanding of the impact of complexity on the adoption of information technologies by SMEs is highlighted.     

The moderating effect of the business strategic orientation on eCommerce adoption: Evidence from UK family run SMEs

This study investigates eCommerce adoption in family run SMEs (small and medium sized enterprises). Specifically, the objectives of the study are twofold: (a) to examine environmental and organisational determinants of eCommerce adoption in the family business context; (b) to explore the moderating effect of business strategic orientation on the relationships between adoption determinants and adoption decision. A quantitative questionnaire survey was executed. The sampling frame was outlined based on the OneSource database and 88 companies were involved. Results of logistic regression analyses proffer support that ‘external pressure’ and ‘perceived benefits’ are predictors of eCommerce adoption. Moreover, the findings indicate that the strategic orientation of family businesses will function as a moderator in the adoption process.     

Internet Retailing Adoption by Small-to-Medium Sized Enterprises (SMEs): A Multiple-Case Study

Despite the proliferation of Internet retailing and the relative novelty and complexity of this phenomenon, very little theory-guided qualitative research has been conducted to improve our understanding of the adoption of Internet retailing project by SMEs. This study presents a theoretical framework for analyzing the adoption of Internet retailing for SMEs. Organizational readiness (IT sophistication, financial resources, and customer readiness), perceived benefits of Internet retailing, and environmental factors are proposed to be the key drivers of adoption of Internet retailing. This research was designed using a qualitative approach through in-depth case studies selected from firms in Hong Kong where there is a proliferation of SMEs. The contextual meaning and practical manifestation of the key adoption factors were captured through the case studies. Our findings provide preliminary support for the proposed research framework, and contribute towards a better conceptual and practical understanding of the main factors driving SMEs to adopt Internet retailing. Contrary to popular belief, customer readiness for Internet shopping was not found to be a significant factor influencing SMEs' decision to adopt Internet retailing.     

Shifting intra‐ and inter‐organizational innovation processes towards digital business: An empirical analysis of SMEs

The literature suggests that increasing investments in information and communication technologies (ICTs), knowledge exchange and sharing help SMEs tackle the current global and dynamic environment. Given that much of the useful knowledge resides outside the enterprises’ boundaries, these technological tools foster the gathering of big data and information. Despite these premises, few studies have considered the role of ICTs and big data in intra‐ and inter‐organizational ties and the consequent effects on enterprises’ innovation performance. The paper investigates whether ICTs oriented to intra‐organizational (in‐house research and development [R&D]) and inter‐organizational (open innovation) processes improve SMEs’ innovation performance. Therefore, via structural equation modelling (SEM), the study analyses a sample of 239 knowledge‐intensive SMEs located in Italy. The noteworthy results are that ICTs oriented to intra‐ and inter‐organizational innovation processes improve both these processes in generating new products and/or services. On this basis, managerial and academic implications are provided, along with avenues for further research.     

Predicting Drivers of Mobile Entertainment Adoption: A Two-Stage SEM-Artificial-Neural-Network Analysis

This study aims to understand users’ motivations to adopt mobile entertainment (m-entertainment). Extending the Technology Acceptance Model (TAM), this study examined the effects of trust, perceived financial cost (PFC), and quality of the service on consumers’ decision in adopting the m-entertainment. Survey data were collected from 524 mobile users and analyzed using both structural equation modeling (SEM) and neural network (NN) . The result showed that perceived usefulness (PU), perceived ease of use (PEOU), and quality of service (QS) are important predictors of m-entertainment adoption. The study contributes to the existing literature by extending the TAM model as well as examining m-entertainment, an important and emerging business model in mobile commerce. A new analytical approach using both SEM and NN was also employed in this study.     

Adoption of software as a service in Indonesia: Examining the influence of organizational factors

In this study, we investigated the organizational factors that influenced Indonesian companies in their decision to adopt software as a service (SaaS). Based on a multiple-case study of 18 Indonesian companies, we identified three patterns: Top management support is an enabler for SaaS adoption; small to medium-sized enterprises (SMEs) are more likely to adopt SaaS than large companies; and organizational readiness is not an enabler for SaaS adoption. The last two patterns contradict existing information technology (IT) innovation adoption research. We explain this by examining the nature of SaaS as an IT innovation and the characteristics of Indonesia as a developing country.     

Developing relationship-specific memory and absorptive capacity in interorganizational relationships

Drawing on the studies of relationship-specific memory and absorptive capacity, this study examines whether physical and human IT resources deployed in interorganizational relationships influence the development of a firm’s IT-enabled capabilities, namely relationship-specific memory and absorptive capacity. In addition, the study explores whether these capabilities increase firm performance and also examines the relationship between relationship-specific memory and absorptive capacity. To test the hypotheses, we conducted a partial least squares analysis using data collected from 115 firms. The results demonstrate that firms enhanced their relationship-specific memory and absorptive capacity by leveraging their physical and human IT resources invested in interorganizational relationships and that these two capabilities increased their performance. Moreover, our results indicate that relationship-specific memory served as a knowledge base for the development of absorptive capacity. The results offer empirical evidence on how firms could improve their performance by internally managing the relational knowledge obtained through their interorganizational relationships.     

Organizational information systems competences in small and medium-sized enterprises

We used resource-based theory and evidence from empirical studies to evolve a framework of IS competences in small and medium-sized enterprises (SMEs). The framework significantly improved our understanding of internal IS expertise in SMEs. We used relevant IS competence and SME literature, as well as empirical data from SME case studies. Our set of twenty two IS competences were organized around six macro competences. Each competence refers to a specific ability at the organizational rather than the individual level and they cover a broad range of activities, such as those associated with recognising business opportunities, IS planning, accessing IS knowledge, defining requirements, software and hardware sourcing, applications development, and managing relationships with IS suppliers. The framework was tested against prior literature, including studies of IS adoption, IS success, and entrepreneurial competence. Each competence was fully explained and discussed using evidence from the case studies. The framework creates a comprehensive set of IS competences that can be used in both SME practice and research.     

Successful adoption of macroergonomics in manufacturing: Using a multicriteria decision‐making methodology– analytic hierarchy process

The research presented in this paper aims to support the macroergonomics adoption improvement process by developing a broader understanding of relationships between key macroergonomics factors and management styles. The methodology involves knowledge acquisition, identifying, and categorizing a holistic set of key criteria about the macroergonomics adoption process. The Analytic Hierarchy Process is suggested as a multi‐attribute decision‐making methodology to effectively enhance adoption of macroergonomics and to improve management decision performance in measuring and comparing the overall performance of different management styles based on macroergonomical criteria. The study found that in terms of company culture, participation, human capability, and attitudes, the best management style in improving macroergonomics adoption is Management by Values. © 2004 Wiley Periodicals, Inc. Hum Factors Man 14: 353–377, 2004.     

Understanding the successful adoption and use of IS/IT in SMEs: an explanation from Portuguese manufacturing industries

Abstract. The objectives of the research were to identify factors enabling or inhibiting the adoption and use of information systems and technology (IS/IT) in Portuguese manufacturing small and medium‐sized enterprises (SMEs) and understand how these factors interrelate in determining relative success in the adoption and use of IS/IT. This research elicited factors from previous quantitative and qualitative research, which had been shown to influence IS/IT adoption in SMEs in other contexts. A strategic change framework was used to structure the factors and ensure that comprehensive evidence about their nature and effects could be obtained in the empirical research. Further factors were identified by initial fieldwork, before carrying out 12 in‐depth case studies, across a range of situations – different industries, different levels of adoption and a range of degrees of success in IS/IT use. The pattern that emerged from the analysis of the data shows that certain factor combinations and relationships appear to determine the relative degrees of IS/IT success across the firms. This pattern can also be explained by interpreting the roles and relationships of the key actors involved in the process of IS/IT adoption and use. Top management perspectives and attitudes towards IS/IT adoption and use play an important role in the development of internal IS/IT competencies and provide an important contribution to the development of a context that enables IS/IT success.     

A Comprehensive Examination of Internet-EDI Adoption

Abstract

By taking advantage of the Internet, a new generation of Interorganizational Information Systems, i.e., Internet electronic data interchange (I-EDI) provides great efficiency for performing business-to-business transactions and is much more affordable than other network alternatives. Few empirical studies have been conducted to examine the adoption of I-EDI and little guidance has been given to the practitioners in the field. To fill this void, this research investigates the adoption of I-EDI by U.S. enterprises based on a comprehensive framework. Results from an online survey of 219 organizational respondents indicate that the proposed framework is able to help explain organizational adoption of I-EDI. This study provides insights and interesting findings toward technology adoption in Internet era. While some new factors are found to play important roles in IOS adoption, several conventional factors, such as technology compatibility and organization size, are no longer significant in explaining the adoption of I-EDI. Different effects of interorganizational factors such as power, trust, and relationship commitment on I-EDI adoption have been revealed. Implications for researchers and practitioners are provided.     

Interorganizational and organizational determinants of planning effectiveness for Internet-based interorganizational systems

Internet-based interorganizational systems (IIOS) planning is based on a portfolio of systems that integrate organizational and interorganizational processes and assist a firm in realizing its objectives. However, very limited empirical research has been performed to evaluate the factors that influence IIOS planning effectiveness. Research from trading partnerships, organizational theory, and the literature were used to identify two interorganizational variables (competitive pressure and trading partner readiness) and three organizational variables (top management support, organizational centralization, and technology competence) that are important in planning success. This study then examined the influence of these five variables on IIOS planning effectiveness. Data gathered from 202 CIOs in large Taiwanese organizations were employed to test the relationships between the research model constructs using a structural equation modeling (SEM) approach; the study provided strong support for the hypotheses: certain factors related to interorganizational and organizational factors were found to influence IIOS planning effectiveness. The implications of this finding are discussed.     

A framework to assess the factors affecting success or failure of the implementation of government-supported regional e-marketplaces for SMEs

Regional electronic marketplaces (REMs) have been used to promote e-commerce uptake by small and medium enterprises (SMEs). However, the community and regional economic development motives underpinning REM creation can cause complexities. While REM development and management can be informed by existing theoretical frameworks, there is no comprehensive framework that can be used to examine the factors affecting the success or failure of government-supported SME-REMs. The objective of this paper is to construct such a framework that can be used to examine these factors. The literature on e-marketplaces and IT/IS/e-commerce adoption by SMEs is examined to determine the appropriateness of existing theoretical frameworks, the key constructs of which are synthesised to form an integrated theoretical framework. The value of the framework is confirmed by content analysis of published case studies and empirical results from in-depth case studies of two SME-REMs. The most significant factors affecting success or failure of government-supported SME-REMs are as follows: SME-owner innovativeness; REM ownership structure and governance that engender trust and build critical mass by including SMEs in REM development and management; matching REM focus and structure with regional profile by leveraging community ties and existing business relationships; adopting a staged approach to REM development; and ensuring REM benefits are understood by SMEs.     

Project Factors Influencing Conflict Intensity and Handling Styles in Collaborative NPD

Conflict and conflict management are critical research issues in client‐supplier collaborative new product development (NPD). A recent study found that conflict intensity and conflict‐handling styles affect collaborative NPD performance. In this paper, we explore the relationships of four NPD project factors, namely product technical complexity, product certainty, task interdependence and the relative power of supplier, to conflict intensity and suppliers’ adoption of integrating and dominating conflict‐handling styles. Research findings based on survey data collected from 193 suppliers provide a clear insight into the conflict intensity and suppliers’ adoption of conflict‐handling styles for NPD projects of various characteristics, which enables better planning for conflict management and helps improve NPD performance.     

Predicting m-commerce adoption determinants: A neural network approach

M-commerce has continued to grow at an explosive rate. This purpose of this paper is to examine the predictors of m-commerce adoption by extending the Unified Theory of Acceptance and Use of Technology (UTAUT) model. The extended model incorporates additional constructs such as perceived value, trust, perceived enjoyment and personal innovativeness. A non-linear, non-compensatory model is developed to understand the predictors of m-commerce adoptions. Online survey was used to collect data from 140 Chinese users. Neural network analysis was used to predict m-commerce adoption, and the model was compared with the results from regression analysis. The neural network model outperformed the regression model in adoption prediction, and captured the non-linear relationships between predictors such as perceived value, trust, perceived enjoyment, personal innovativeness, users demographic profiles (e.g. age, gender and educational level), effort expectancy, performance expectancy, social influence and facilitating conditions with m-commerce adoption. This study applied neural network to provide further understanding of m-commerce adoption decisions based on a non-linear, non-compensatory model. The UTAUT model was also extended to examine consumer information systems such as m-commerce. The m-commerce study conducted in this research is in China, one of the fastest growing m-commerce markets in the world.