A Multi-Level Approach for Devising Effective B2B E-Commerce Development Strategies with an Application to the Case of China

This paper introduces a framework for devising effective business-to-business (B2B) electronic commerce development strategies which is used for organizing some first data on the case of China and for drawing tentative policy conclusions. The framework is based on the assumption that B2B electronic commerce is a dynamic phenomenon involving increasing degrees of information systems externalization and thus needs to be analyzed on the level of the individual company as well as on the level of the whole industry. The aim of the framework is to identify which level forms the main bottleneck for further development at a given point in time. Albeit the framework is based on a set of established theories, notably Nolan's Stages Theory and the Industry Life Cycle theory, it needs further refinement and verification.