-
Industrial Management & Data SystemsAdoption of e-commerce
applications in SMEsMorteza Ghobakhloo Daniel Arias-Aranda Jose
Benitez-Amado
Article information:To cite this document:Morteza Ghobakhloo
Daniel Arias-Aranda Jose Benitez-Amado, (2011),"Adoption of
e-commerceapplications in SMEs", Industrial Management & Data
Systems, Vol. 111 Iss 8 pp. 1238 - 1269Permanent link to this
document:http://dx.doi.org/10.1108/02635571111170785
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http://dx.doi.org/10.1108/09590551211267601Peixin Li, Wei Xie,
(2012),"A strategic framework for determining e-commerce adoption",
Journal ofTechnology Management in China, Vol. 7 Iss 1 pp. 22-35
http://dx.doi.org/10.1108/17468771211207321Ishan Senarathna,
Matthew Warren, William Yeoh, Scott Salzman, (2014),"The influence
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Adoption of e-commerceapplications in SMEs
Morteza Ghobakhloo, Daniel Arias-Aranda andJose
Benitez-Amado
Departamento de Organizacion de Empresas,Facultad de Ciencias
Economicas y Empresariales,
Universidad de Granada, Granada, Spain
Abstract
Purpose The purpose of this paper is to examine the factors
within thetechnology-organization-environment (TOE) framework that
affect the decision to adopt electroniccommerce (EC) and extent of
EC adoption, as well as adoption and non-adoption of different
ECapplications within small- and medium-sized enterprises
(SMEs).
Design/methodology/approach A questionnaire-based survey was
conducted to collect datafrom 235 managers or owners of
manufacturing SMEs in Iran. The data were analyzed by
employingfactorial analysis and relevant hypotheses were derived
and tested by multiple and logistic regressionanalysis.
Findings EC adoption within SMEs is affected by perceived
relative advantage, perceivedcompatibility, CEOs innovativeness,
information intensity, buyer/supplier pressure, support
fromtechnology vendors, and competition. Similarly, description on
determinants of adoption andnon-adoption of different EC
applications has been provided.
Research limitations/implications Cross-sectional data of this
research tend to have certainlimitations when it comes to
explaining the direction of causality of the relationships among
thevariables, which will change overtime.
Practical implications The findings offer valuable insights to
managers, IS experts, and policymakers responsible for assisting
SMEs with entering into the e-marketplace. Vendors
shouldcollaborate with SMEs to enhance the compatibility of EC
applications with these businesses. Toenhance the receptiveness of
EC applications, CEOs, innovativeness and perception toward
ECadvantages should also be aggrandized.
Originality/value This study is perhaps one of the first to use
a wide range of variables in thelight of TOE framework to
comprehensively assess EC adoption behavior, both in terms of
initial andpost-adoption within SMEs in developing countries, as
well adoption and non-adoption of simple andadvanced EC
applications such as electronic supply chain management
systems.
Keywords Adoption, Electronic commerce, Iran, Small to
medium-sized enterprises
Paper type Research paper
1. IntroductionIn the global business environments, small- and
medium-sized enterprises (SMEs) areincrementally using information
and communications technologies (ICT)-basedelectronic commerce (EC)
to gain competitive advantages and to have access to globalmarkets
(Al-Qirim, 2003). Both buyers and sellers can significantly benefit
fromimplementation and usage of EC (Zhu, 2004), those benefits
which can also bematerialized for SMEs (Al-Qirim, 2007). EC has
been defined in several ways dependingon the context and research
objective of the author (Grandon and Pearson, 2004). ForSMEs, EC is
generally defined as the utilization of ICT and applications to
support
The current issue and full text archive of this journal is
available at
www.emeraldinsight.com/0263-5577.htm
IMDS111,8
1238
Received 11 February 2011Revised 19 May 2011Accepted 22 May
2011
Industrial Management & DataSystemsVol. 111 No. 8, 2011pp.
1238-1269q Emerald Group Publishing Limited0263-5577DOI
10.1108/02635571111170785
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business activities (Poon and Swatman, 1999). Prior EC
literature has shown that onlya small number of studies focused on
the adoption and use of EC in SMEs (Grandon andPearson, 2004).
Moreover, it has been found that in spite of exponential growth of
ECwithin SMEs, the rate of EC adoption by these businesses has
remained relatively low(MacGregor and Vrazalic, 2005) and large
organizations have noticeably profited morethan SMEs in both their
improved sale and costs saving (Riquelme, 2002). In looking
forreasons for such differences in EC adoption in SMEs, unique
characteristics of thesebusinesses can be highlighted. SMEs
generally have limited access to the marketinformation and suffer
from globalization constraint (Madrid-Guijarro et al.,
2009).Moreover, management techniques such as financial analysis,
forecasting, and projectmanagement are rarely used by SMEs (Blili
and Raymond, 1993). Tendency to employgeneralists rather than
specialists, reliance on short-term planning, informal anddynamic
strategies and decision-making process, and lack of standardization
ofoperating procedures are other distinctive characteristics of
SMEs (Dibrell et al., 2008;Thong et al., 1996). However, restricted
resources controlled by SMEs, which iscommonly referred to as
resource poverty (Thong et al., 1997; Welsh and White, 1981), isthe
major differentiator between SMEs and large organizations.
Therefore, and withregard to the weakness of SMEs at different
organizational and managerial,technological, individual, and
environmental levels, the EC adoption and use in SMEsis in a
disadvantage position in this respect (Al-Qirim, 2007; MacGregor
and Vrazalic,2006). Here, we focus our attention on this
under-studied segment of businessorganizations where the findings
of prior research on large businesses cannot begeneralized (Grandon
and Pearson, 2004) and there is a significant need to identify
thereasons behind such slowness and laggardness in adopting EC.
Accordingly, this paperaims to fulfill the following
objectives:
(1) to identify factors influencing innovation adoption and to
test their significanceon initial and post-EC adoption in SMEs;
and
(2) to differentiate between adopters and non-adopters of
different EC applicationsin SMEs.
2. EC adoption in developing countriesThere is a belief that EC
contributes to the advancement of businesses in developingcountries
which is driven by the perceived potential of the internet and
communicationtechnologies in reducing transaction costs by
bypassing some, if not all, of theintermediary and facilitating
linkages to the global supply chains (Hempel and Kwong,2001; Molla
and Licker, 2005a). It is believed that EC promises many benefits,
rangingfrom modest advantages such as reduced communication and
administration costs,and improved accuracy to transformative
advantages including enabling businessprocess reengineering or
supporting industry value chain integration initiatives suchas
just-in-time inventory, continuous replenishment, and quick
response retailing(Chwelos et al., 2001). Moreover, prior
literature has provided consolidate evidence ofsignificant link
between firms EC resources and business value/performance gain,
inparticular in developed countries (Ordanini and Rubera, 2010; Zhu
and Kraemer, 2002).The e-business value of ICT-enabled EC was found
to lead to improved firmperformance in sale, internal processes and
customer/supplier relationships throughmarket expansion, improved
information sharing efficiency, and improvedtransactional
efficiencies (Melville et al., 2004; Zhu and Kraemer, 2002; Zhu,
2004).
E-commerceapplications
in SMEs
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However, businesses, in particular SMEs in developing countries
face challengesdifferent from those in developed countries and
differs greatly in adopting andbenefiting from EC (Tan et al.,
2007). EC adoption in these businesses has only recentlygained
attention in the academic press. Likewise, research related to EC
implementationis even scarcer when it applies to SMEs in developing
countries. This calls for researchesthat are robust enough to
capture most, if not all, of the idiosyncrasies.
The literature suggests that in most developing countries, EC
adoption has beenhindered by the quality, availability, and cost of
access to necessary infrastructure whiledeveloped countries have
employed a relatively well-developed, accessible and
affordableinfrastructure for EC. Likewise, the readiness of
businesses to govern and regulate EC isan essential element, which
lacks in developing countries, due to the trust necessary toconduct
e-business (Molla and Licker, 2005b). Since web and
communicationstechnologies are complex and offer a variety of
functionalities ranging from the staticpresentation of content to
the dynamic capture of transactions with provisions for securityand
personalization, organizations in developing countries must
comprehend thesetechnologies and decide how to draw upon their
functionalities for effectively developingEC initiatives
(Chatterjee et al., 2002; Sutanonpaiboon and Pearson, 2006). Owing
to thecontextual differences (both organizational and
environmental) between these twosocio-economic arenas, it is
recently warranted to understand how businesses indeveloping
countries could overcome the environmental and organizational EC
readinessimpediments and benefit from EC. The EC adoption
literature implies that in order toadopt EC appropriately in
developing countries, firms need to be internally and
externallyready (Tan et al., 2007). This readiness which is termed
e-readiness of an SME can bedefined as the ability of a company to
successfully adopt, use, and benefit from EC(Fathian et al., 2008).
Molla and Licker (2005a) demonstrated that in initial adoption of
ECin developing countries, internal (organizational) readiness is
significantly influential.Internal EC readiness can be defined as
availability of financial and technologicalresources, the top
managements enthusiasm to adopt EC, e-commerce
technologyinfrastructure (ECTI), compatibility of the firms EC, as
well as culture and values (Saffuet al., 2008). On the other hand,
it is suggested that after the initial EC adoption,
externalreadiness (e.g. whether business partners allow an
electronic conduct of business)significantly affect
institutionalization of EC in developing countries (Fathian et al.,
2008;Molla and Licker, 2005b). These discussions imply the
necessity of business maturity(regarding the readiness) prior to EC
adoption in developing countries. Therefore, there isa great
interest in scrutinizing the relationships between elements of
e-readiness andadoptions of different EC applications in developing
countries.
3. Conceptual model and hypothesesThe review of prior EC
literature (Table I) suggests that
thetechnology-organization-environment (TOE) framework may indeed
provide anappropriate starting point for studying EC adoption.
Hence, a theoretical model of ECadoption and use needs to take into
account factors that affect the propensity to adopt anduse EC,
which is rooted in the particular technological, organizational,
and environmentalcircumstances of an organization (Zhu and Kraemer,
2005). TOE framework is consistentwith the Rogers (1983) diffusion
of innovation (DOI) theory as focuses on both internal andexternal
characteristics of the organization, as well as technological
characteristics in studyof drivers for new technology diffusion.
Based on reviews of prior theoretical and empirical
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Stu
dy
Th
eory
/mod
elS
urv
eyov
erv
iew
Fac
tors
/maj
orfi
nd
ing
s
Oli
vei
raan
dM
arti
ns
(201
0)C
once
ptu
alfr
amew
ork
dev
elop
edb
ased
onT
OE
fram
ewor
kan
dIa
cov
ouet
al.
s(1
995)
ED
Iad
opti
onm
odel
Tel
eph
one
inte
rvie
ws
(n
2,45
9)E
uro
pea
nb
usi
nes
ses
Tel
coan
dto
uri
smin
du
stri
esL
arg
e,m
ediu
m-s
ized
,sm
all,
and
mic
roen
terp
rise
s
Dep
end
ent
var
iab
les
(DV
):e-
bu
sin
ess
adop
tion
(defi
ned
asu
sin
gth
ein
tern
etp
latf
orm
(e.g
.T
CP
/IP
,H
TT
P,
XM
L)t
oco
nd
uct
ing
tran
sact
ion
sal
ong
the
val
ue
chai
n)
Ind
epen
den
tv
aria
ble
s(I
V):
env
iron
men
tan
dex
tern
alp
ress
ure
fact
ors,
tech
nol
ogy
and
org
aniz
atio
nre
adin
ess,
per
ceiv
edb
enefi
tsP
erce
ived
ben
efits
and
obst
acle
sof
e-b
usi
nes
s,te
chn
olog
yre
adin
ess,
com
pet
itiv
ep
ress
ure
,an
dtr
adin
gp
artn
erco
llab
orat
ion
are
the
dri
ver
sof
e-b
usi
nes
sad
opti
onin
Eu
rop
eT
her
ear
ed
iffe
ren
ces
inth
ere
lati
ve
imp
orta
nce
ofd
riv
ers
for
e-b
usi
nes
sad
opti
onfo
rth
ed
iffe
ren
tin
du
stri
esT
anet
al.
(200
7)P
erce
ived
eRea
din
ess
mod
elR
evie
wof
EC
adop
tion
lite
ratu
reE
lect
ron
icsu
rvey
(n
134)
Ch
ines
eS
ME
sfr
omd
iffe
ren
tin
du
stri
es
DV
:E
C(i
nte
rnet
,e-
mai
l,an
dw
ebsi
teu
sefo
rb
usi
nes
s)ad
opti
onex
ten
tIV
:p
erce
ived
org
aniz
atio
nal
and
exte
rnal
read
ines
sF
acto
rsin
hib
itin
gE
Cin
Ch
ina
are
rest
rict
edac
cess
toco
mp
ute
rs,
lack
ofin
tern
altr
ust
,la
ckof
ente
rpri
se-w
ide
info
rmat
ion
shar
ing
,in
tole
ran
ceto
war
ds
fail
ure
,an
din
cap
abil
ity
ofd
eali
ng
wit
hra
pid
chan
ge
Hon
gan
dZ
hu
(200
6)C
once
ptu
alm
odel
dra
wn
onte
chn
olog
yd
iffu
sion
theo
ryF
ield
surv
eyu
sin
gp
hon
ein
terv
iew
(n
1,03
6)U
Sfi
rms
from
var
iou
sin
du
stri
esan
dfr
omal
lb
usi
nes
ssi
ze
DV
:in
tern
et-b
ased
EC
adop
tion
(non
-ad
opte
r,p
oten
tial
-ad
opte
r,ad
opte
r)/
inte
nti
onto
adop
tE
CIV
:te
chn
olog
yin
teg
rati
on,
web
fun
ctio
nal
itie
s,w
ebsp
end
ing
,an
dp
artn
eru
sag
eF
irm
sin
the
serv
ice
ind
ust
ryte
nd
toh
ave
hig
her
EC
mig
rati
onle
vel
asth
eyd
eal
wit
hin
tan
gib
lep
rod
uct
sP
ears
onan
dG
ran
don
(200
5)R
evie
wof
beh
avio
ral
inte
nti
onm
odel
sE
lect
ron
icsu
rvey
(n
100)
US
SM
Es
DV
:E
Cad
opti
on/n
on-a
dop
tion
(reg
ard
ing
nu
mb
erof
PC
san
dp
rese
nce
ofin
tern
etan
dw
ebsi
te)
IV:
org
aniz
atio
nal
read
ines
s,p
erce
ived
use
fuln
ess,
com
pat
ibil
ity
,an
dex
tern
alp
ress
ure
wer
e(a
sd
iscr
imin
ator
s)E
Cim
ple
men
tati
onco
sts
and
the
avai
lab
ilit
yof
the
tech
nol
ogic
alin
fras
tru
ctu
reco
nti
nu
eto
be
anis
sue
inU
SS
ME
sM
olla
and
Lic
ker
(200
5a)
Rev
iew
ofin
nov
atio
nad
opti
onp
ersp
ecti
ves
:m
anag
eria
l,or
gan
izat
ion
al,
tech
nol
ogic
al,
and
env
iron
men
tal
imp
erat
ives
and
inte
ract
ion
ism
Su
rvey
(n
150)
Sou
thA
fric
anfi
rms
from
var
iou
sin
du
stri
esan
dfr
omal
lb
usi
nes
ssi
ze
DV
:E
C(e
.g.
inte
rnet
,e-
mai
l,an
dw
ebsi
te)
adop
tion
and
pot
enti
alin
stit
uti
onal
izat
ion
(ex
ten
tof
adop
tion
and
inte
gra
tion
wit
hp
roce
sses
)IV
:p
erce
ived
org
aniz
atio
nal
e-re
adin
ess
(e.g
.co
mm
itm
ent
and
reso
urc
eav
aila
bil
ity
)an
dp
erce
ived
exte
rnal
e-re
adin
ess
(e.g
.su
pp
orti
ng
ind
ust
ries
e-re
adin
ess)
For
init
ial
EC
adop
tion
,or
gan
izat
ion
alre
adin
ess
fact
ors
are
ofp
rim
eim
por
tan
ce,
wh
ile
asor
gan
izat
ion
sad
opt
EC
pra
ctic
es,
env
iron
men
tal
read
ines
sfa
ctor
saf
fect
EC
inst
itu
tion
aliz
atio
n
(continued
)
Table I.Review of prior literature
on EC adoption
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Th
eory
/mod
elS
urv
eyov
erv
iew
Fac
tors
/maj
orfi
nd
ing
s
Zh
uet
al.
(200
3)T
OE
fram
ewor
kS
urv
ey(n
3,10
0)E
uro
pea
nb
usi
nes
ses
from
dif
fere
nt
man
ufa
ctu
rin
gan
dd
istr
ibu
tion
sect
ors
DV
:in
ten
tto
adop
te-
bu
sin
ess
IV:
tech
nol
ogy
com
pet
ence
,fi
rmsc
ope,
size
,co
nsu
mer
read
ines
s,p
artn
erre
adin
ess,
and
com
pet
itiv
ep
ress
ure
Inh
igh
e-b
usi
nes
s-in
ten
sity
cou
ntr
ies,
e-b
usi
nes
sis
no
lon
ger
ap
hen
omen
ond
omin
ated
by
larg
efi
rms
Fir
ms
are
mor
eca
uti
ous
inad
opti
ng
e-b
usi
nes
sin
hig
he-
bu
sin
ess
-in
ten
sity
cou
ntr
ies
(mor
ein
form
edfi
rms
are
less
agg
ress
ive
inad
opti
ng
e-b
usi
nes
s)M
irch
and
ani
and
Mot
wan
i(2
001)
Rev
iew
ofIS
/EC
adop
tion
lite
ratu
reS
tru
ctu
red
inte
rvie
ws
wit
hth
eto
pm
anag
ers
/CE
Os
(n
62)
Sm
all
bu
sin
esse
s
DV
:E
Cad
opti
onan
dn
on-a
dop
tion
IV:e
nth
usi
asm
ofth
eto
pm
anag
er/C
EO
tow
ard
EC
,com
pat
ibil
ity
ofE
Cw
ith
the
wor
kof
the
com
pan
y,
rela
tiv
ead
van
tag
ep
erce
ived
from
EC
,an
dk
now
led
ge
ofth
eco
mp
any
sem
plo
yee
sab
out
com
pu
ters
Men
tion
edD
Vs
wer
efo
un
dto
dis
crim
inat
eb
etw
een
adop
ters
and
non
-ad
opte
rsof
EC
Non
-ad
opte
rsof
EC
wer
efo
un
dsu
ffer
from
dif
ficu
lty
inh
irin
gan
dre
tain
ing
skil
led
ISp
rofe
ssio
nal
sto
imp
lem
ent
EC
Bea
ttyet
al.
(200
1)In
nov
atio
nd
iffu
sion
per
spec
tiv
e(I
Tad
opti
on)
Su
rvey
(n
286)
Med
ium
-to-
larg
eU
Sfi
rms
from
var
iou
sin
du
stri
es
DV
:web
site
adop
tion
en
try
tim
ing
(pio
nee
r,ea
rly
adop
ter,
earl
ym
ajor
ity
,la
tem
ajor
ity
,la
gg
ard
)IV
:p
erce
ived
ben
efits
,co
mp
lex
ity
,te
chn
ical
com
pat
ibil
ity
,or
gan
izat
ion
alco
mp
atib
ilit
y,
top
man
agem
ent
sup
por
tE
arly
adop
ters
pla
cem
ore
emp
has
ison
per
ceiv
edb
enefi
tsan
dco
mp
atib
ilit
yof
the
web
wit
hex
isti
ng
tech
nol
ogy
and
org
aniz
atio
nal
nor
ms
than
did
late
rad
opte
rsU
sefu
lnes
s(b
enefi
ts)
and
com
pat
ibil
ity
affe
ctb
oth
init
ial
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Table I.
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evidences, it has been revealed that TOE framework has been a
popular foundational modelin examining issues such as EC adoption,
implementation, and usage (Salwani et al., 2009;Zhu et al., 2003;
Zhu, 2004). Similarly, TOE framework was found to provide
consistentempirical support in a number of IS domains including
electronic funds transfer (EFT),electronic data interchange (EDI),
open systems, material requirement planning, andenterprise resource
planning (Pan and Jang, 2008; Zhu and Kraemer, 2005). One of
theissues which might be concerned is the reason why a new
theoretical model for EC adoptionand use should be developed in
this research given that there are already a significantnumber of
EC researches. It should be mentioned that as suggested by Zhu and
Kraemer(2005), EC applications can be categorized as three
different types in accordance withSwanson (1994). Thus, we need to
articulate how the adoption and use of different ECapplications
(e.g. type II EC innovations such as EFT or type III EC innovations
such asEDI) are influenced by technological, organizational, and
environmental circumstances.This necessity is more imperative in
the context of SMEs owing to their uniquecharacteristics and since
majority of prior EC research has focused on large
organizations.With regard to the above-mentioned discussion and
drawing on the empirical evidences, webelieve that the TOE
framework is appropriate for studying EC adoption.
3.1 EC adoptionThe research framework used here is shown in
Figure 1. Our research model assumesten adoption predictors within
the three contexts of the TOE framework. Technologicalcontext
includes perceived relative advantage, compatibility, and cost.
Organizationalcontext refers to the information intensity, CEOs IS
knowledge, CEOs innovativeness,and business size. Environmental
context includes competition, buyer/supplierpressure, and support
from technology vendors.
In this research, the dependent variable is adoption of EC which
is defined asutilization of ICT and applications to support
business, operations, management, anddecision making in the
business (Thong, 1999). Because EC adoption can take variousforms,
two levels of adoption are identified: initial EC adoption and EC
adoption extent(or post-EC adoption). The first measure, initial EC
adoption, was operationalized asthe likelihood of EC adoption (EC
adoption decision behavior). This measure iscommonly used in
innovation diffusion research (Tan et al., 2009; Thong, 1999).
Thesecond measure of EC adoption, extent of EC adoption refers to
the extent of an
Figure 1.Research framework
of EC adoption
Email Intranet Extranet/VPN EDI Web sites ESCM EFT
- Perceived relative advantage- Perceived compatibility-
Cost
- Competition- Buyer/supplier pressure- Support from technology
vendors
- Information intensity- CEO s is knowledge- CEOs
innovativeness- Business size
EC adoption
Technological context Organizational context Environmental
context
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organizations utilization of EC (reflecting its level of
sophistication in term of numberof EC application used), which is
commonly used by prior EC research (Grandon andPearson, 2004; Molla
and Licker, 2005b). Figure 2 schematically shows the researchmodel
and hypothesized relationships. A brief justification for our
selection andsubsequent use of these specific variables followed by
some research questions, as wellas ten research hypotheses are
presented in what follows.
Prior IS literature suggests that technological characteristics
of EC such as itsperceived relative advantage are significant
determinants of EC adoption inorganizations (Grandon and Pearson,
2004). According to Rogerss (1983) DOItheory, individual beliefs
such as perceived relative advantage are the drivers of thedecision
to adopt new systems. Similarly, Daviss (1989) Technology
AcceptanceModel (TAM) suggests that perceived usefulness of a
system is one of two direct causalantecedents of new technology
adoption and usage behavior. In the context of EC,perceived
relative advantage can be categorized as usefulness and benefits of
EC forcustomers of a company (Sutanonpaiboon and Pearson, 2006) or
benefits of EC for theinternal users of EC in a company and for the
company itself (Grandon and Pearson,2004; Pearson and Grandon,
2006). The EC literature provides significant evidence ofdirect
relationship between EC adoption decision and adoption or
non-adoption of ECapplications within SMEs (Al-Qirim, 2007). In
SMEs, if the CEO perceives that thebenefits of new systems adoption
outweigh the risks, then the business is more likelyto adopt them
(Thong and Yap, 1995). Likewise, compatibility is another
technologicalcharacteristics perceived by individual which was
suggested by DOI as a driverof the decision to adopt a new system
(Rogers, 1983). EC compatibility can be definedas the extent to
which EC is consistent with the existing technology
infrastructure,culture, values, and preferred work practices of the
firm (Beatty et al., 2001). Severalprior researches on EC adoption
within SMEs found that EC adoption and usage issignificantly
affected by EC compatibility (Hong and Zhu, 2006; Saffu et al.,
2008).
Figure 2.Research model of ECadoption
Technological context
Organizational context
Environmental context
Perceived relative advantage
Cost
Perceived compatibility
Information intensity
CEOs innovativeness
CEO s IS knowledge
Business size
Competition
Support from technologyvendors
Buyer/supplier pressure
Note: Technological context
Initial EC adoptionIf yes
Post EC adoption
H1bH1a
H2bH2a
H3bH3a
H4bH4a
H5bH5a
H6bH6a
H7bH7a
H8bH8a
H9bH9a
H10bH10a
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Similarly, it was found that even within SMEs controlling
required financial resourcesfor EC adoption, compatibility is still
a significant discriminator between adopters andnon-adopters of EC
(Sutanonpaiboon and Pearson, 2006).
On the other hand, costs of IS adoption is another important
technological factorinfluencing IS adoption within SMEs (Tan et
al., 2009). According to the Welsh andWhites (1981) framework of
resource constraints in small businesses, these businessesare
operating under severe resource constraints, in particular
financial constraints.Limited financial resources compel SMEs to be
cautious about their investment andcapital spending, thus, only
SMEs having adequate financial resources would regardadoption of IS
as a feasible project to undertake (Thong and Yap, 1995). IS
adoption isalso affected by the indirect costs of IS adoption such
as the costs of human factors(e.g. training) and early cost of
temporary loss in firms productivity (Love and Irani,2004), which
may be more significant than the direct costs (Love et al., 2005).
Therefore,total costs of EC deployment can be a significant
influential factor of EC adoption.Hence, the following hypotheses
are stated:
H1a. Perceived relative advantage of EC will be positively
related to EC adoptiondecision behavior.
H1b. Perceived relative advantage of EC will be positively
related to extent of ECadoption.
H2a. Compatibility of EC will be positively related to EC
adoption decisionbehavior.
H2b. Compatibility of EC will be positively related to extent of
EC adoption.
H3a. Cost of EC will be negatively related to EC adoption
decision behavior.
H3b. Cost of EC will be negatively related to extent of EC
adoption.
Organizational context. IS literature suggests that another
rationale for SMEs to adoptinformation systems such as EC
applications is to deal with the experiencinginformation intensity
(Al-Qirim, 2007). Information intensity can be defined as the
extentof presented information to the business regarding their
products and services.According to Thong and Yap (1995), since
enterprises in differentiated business sectorspossess dissimilar
information processing requirements, firms that belong
toinformation intensive industries are more pushed to adopt IS.
Information processingrequirements rise from internal and
environmental uncertainty (Anandarajan andArinze, 1998). These
uncertainties are attributable to the production methods,
supplychains, industry clock speed or the larger competitive
scenery (Melville and Ramirez,2008; Mendelson and Pillai, 1998),
thus, are the function of business type (Thong andYap, 1995).
Moreover, through investing on more advanced IS aimed at
increasinginformation processing capacity and flexibility,
businesses can effectively tolerate andmanaging uncertainties and
supporting decision-making process mechanism(Karimi et al., 2004).
Therefore, it could be inferred that enterprises with
higherinformation processing requirements, which are active in
information intensiveenvironment, are more intended to adopt and
use IS innovations (Melville and Ramirez,2008; Thong and Yap,
1995).
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CEOs IS knowledge is another trait affecting IS adoption in SMEs
(Fink, 1998).According to idea of knowledge barriers defined by
Attewell (1992), users skill andknowledge development can
facilitate and speed up the adoption of new technologies suchas IS.
As SMEs are facing significant risks and problems with their
computerizationregarding their inadequate knowledge of IS (Caldeira
and Ward, 2003; Igbaria et al., 1997),greater knowledge of CEOs
will reduce the degree of uncertainty entangled with ISadoption
which will result in lower risk of IS adoption. Similarly, it seems
that if these CEOscould be educated on the functions and benefits
of EC applications for their businesses sothey may be more willing
to adopt such technologies. Likewise, another determinant of
ECapplications adoption attributable to the top management
characteristics is CEOinnovativeness (Lee, 2004). On the subject of
CEOs innovativeness in SME context, it wasfound that movements
toward IS adoption in small enterprises with innovator CEOs aremore
likely to succeed (Fink, 1998). A recent study by Al-Qirim (2007)
found that ECadoption in New Zealand SME segment is positively
affected by CEO innovativeness.Innovative CEOs would prefer to
apply distinctive and risky solutions such as IS thatmodify the
structure in which the problems are generated. Thus, CEOs desire to
be moreinnovative will expedite the process of IS adoption (Thong
and Yap, 1995).
In addition, prior literature on IS adoption within SMEs
suggests that business sizedefinable by turnover and/or number of
employees is one of the most importantdeterminants of IS adoption
(Love et al., 2005; Premkumar and Roberts, 1999). Theimportance of
firm size is significant because of its role as the source of firms
capabilities,as well as since firms resources including financial
and human capital might be anapproximation of firm size (Mole et
al., 2004). An investigation by Premkumar and Roberts(1999) and
Premkumar (2003) found that larger firms in the small business
group have ahigher inclination to adopt communication technologies
than smaller ones. Similarly,larger businesses in SME business
group tend to adopt more advanced IS as they havemore resources
available (Thong, 1999). In the context of EC adoption, it has also
beensuggested that business size is a significant determinant of
adoption or non-adoption of ECapplications, in particular EDI
(Al-Qirim, 2003, 2007). These facts lead us to state thefollowing
hypotheses:
H4a. Information intensity of environment will be positively
related to EC adoptiondecision behavior.
H4b. Information intensity of environment will be positively
related to extent of ECadoption.
H5a. CEOs IS knowledge and experience will be positively related
to EC adoptiondecision behavior.
H5b. CEOs IS knowledge and experience will be positively related
to extent of ECadoption.
H6a. CEOs innovativeness will be positively related to EC
adoption decisionbehavior.
H6b. CEOs innovativeness will be positively related to extent of
EC adoption.
H7a. Business size will be positively related to EC adoption
decision behavior.
H7b. Business size will be positively related to extent of EC
adoption.
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Environmental context. Some researchers argue that movement
toward IS could be aresponse or reaction to an event or this change
has its origin in the pressure fromcustomers and an emphasis on
improving efficiency, as well as pressure from theinternal and
external environment (Pavlou and El Sawy, 2006). The two main
sourcesof environmental pressure to adopt IS are competitive
pressure, and more importantlypressure by trading partners,
customers, and government (Iacovou et al., 1995).
One reason for SMEs to adopt and use EC is the firms desire and
need to staycompetitive and innovative as a necessity for their
survival (MacKay et al., 2004;Pearson and Grandon, 2006). It seems
rational to believe that the competitive pressureimpacts the
adoption of EC applications when SMEs perceive that these
technologiesmay strengthen their competitive position and assist
them to achieve superior firmperformance (Grandon and Pearson,
2004; Premkumar and Ramamurthy, 1995). It hasbeen suggested that by
using IS, SMEs may indeed be able to change the rules
ofcompetition, alter the industry structure, and leverage new
strategies to stand ahead oftheir competitors, altering the
competitive landscape consequently (Oliveira andMartins, 2010; Wu
et al., 2006). Lin (2006) suggests that competitive pressure (i.e.
thepressure resulting from a threat of losing competitive
advantage) is a determinant of ISstrategies in organizations. IS
adoption and use could bring about more effective SMEsboth
internally and externally, so SMEs consider IS applications as an
essential toolswith the purpose of compete for the organizational
adaptation as well as environmentalchanges. Furthermore, these
technologies heighten SMEs survival rate where they arefunctioning
in a competitive environment with higher rate of failure risk (Levy
et al.,2001). As such, SMEs active in industries having high rate
of innovation and intensecompetitive challenge are probable to
perceive EC tools as a stronger driver forstrategic change than
those in other types of industries (Al-Qirim, 2007; Premkumarand
Roberts, 1999).
From the other perspective, the pressure from customers and
suppliers for electronicbusiness was found to be another
determinant of EC adoption and use within businesses(Barua et al.,
2004; Oliveira and Martins, 2010), so that pressure exerted by
tradingpartners was revealed to be the main determinant of EDI
adoption within SMEs. In thesebusinesses, it has been largely
demonstrated that satisfying suppliers and customersexpectation by
delivering higher level of electronic services and better
communicationwith them are some of the major derivers of adoption
of IS such as internet-basedcommerce (Caldeira and Ward, 2003;
Mehrtens et al., 2001; Riemenschneider et al., 2003).One point to
mention here is that this perspective is corresponding with the
concept oftrading partners e-business readiness, suggesting that
businesses which have adoptedEC applications such as EDI and
E-procurement systems would attempt to influence andencourage their
trading partners to adopt these applications as well to increase
their ownbenefits of EC adoption (Chwelos et al., 2001; Teo et al.,
2009).
Moreover, prior literature has shown that EC adoption is also
affected by supportfrom technology vendors (Al-Qirim, 2007).
According to the IS literature, SMEs aresuffering from lack of
internal IS experts and difficulty in hiring external
consultants(Gable, 1991; Morgan et al., 2006). Cragg and Zinatelli
(1995) pointed out that lackof internal expertise has seriously
hindered IS sophistication within small firms,therefore, they must
overcome this problem through either seeking help from
externalsources or developing their own internal end-users
computing skills (DeLone, 1981).Owing to the general financial
constraint in SMEs, these businesses usually cannot
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afford costs of hiring external IS expertise to provide training
for employees, as well asto help them with IS adoption (Thong and
Yap, 1995; Thong, 2001). Therefore,technology vendors can be
considered as the main source of external IS expertise and
asignificant determinant of IS adoption within SMEs (Thong et al.,
1997). Accordingly,it can be assumed that if CEOs of SMEs perceive
that required supports for ECadoption are provided by vendors of EC
applications, they would be more willing toadopt and intensely use
these technologies. Hence, the following hypotheses are stated:
H8a. Competiveness of environment will be positively related to
EC adoptiondecision behavior.
H8b. Competiveness of environment will be positively related to
extent of ECadoption.
H9a. Buyer/supplier pressure will be positively related to EC
adoption decisionbehavior.
H9b. Buyer/supplier pressure will be positively related to
extent of EC adoption.
H10a. Support from technology vendors will be positively related
to EC adoptiondecision behavior.
H10b. Support from technology vendors will be positively related
to extent of ECadoption.
4. Methodology4.1 Instrument developmentTable AI presents the
operationalization of the constructs of EC adoption model,
whichhave been developed on the foundation of validated items from
prior researches. The firstmeasure of dependent variable, termed
initial EC adoption is defined in accordance withRogers (1983) DOI
theory as adoption or rejection. Accordingly, adoption is
considered asa decision by the SMEs to use EC in support of
business, and rejection is seen as thedecision not to adopt EC in
the business operations of the Iranian SMEs. The statistics(report
from ministry of communications and information technology) suggest
that in the2009-2010 period, Iran has experienced 35 percent growth
in satellite data transmissionstations, 41 percent growth in
high-speed internet ports, and almost 1,394 percent growthin use of
Worldwide Interoperability for Microwave Access services. Moreover,
thewidespread of more than 155,000 km optical fiber cable (mostly
aimed at governmentdepartments, businesses and non-profit
organizations rather individual users) hasprovided relatively
appropriate infrastructure of B2B EC in Iran[1]. In this regard,
initialEC adoption is assessed though a single question measuring
how SMEs are decided toadopt seven different EC applications. This
question employs five-point Likert scale,which ranges from 1 more
than four years; 2 next three-four years; 3 next two-threeyears; 4
within one year; to 5 current user. The second measure of EC
adoption, extentof EC adoption (or post-EC adoption) is assessed
through the number of EC applicationused by Iranian SMEs. This
measure indicates the degree to which EC has been adopted.
4.2 Sampling and data collectionThe sampling frame of this study
consists of all manufacturing SMEs located incentral industrial
part of Iran. Only CEOs of SMEs are targeted as respondents of
this
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study because in these businesses IS implementation process is
directly affected by topmanagement where in most cases, owner,
chief information officer and chief executiveofficer (CEO) are one
and the same person. Hence, CEOs (owners or executives) of
themanufacturing SMEs were targeted as the key respondents of this
research as theyown or oversee the entire operations of their
business and are responsible and decisionmaker for all stages of IS
implementation. The data collection was conducted by meansof an
electronic survey administered during mid-March to early-September
2010.In order for testing and assuring face validity of the
questionnaire before final datacollection, we piloted the
questionnaire on 20 CEOs of the SMEs in both provinces (tenCEOs in
each province) and within different industries (food, construction,
oil products,etc.). These interviews assisted us to ensure the
clarity and the understanding of items.Based on the feedback from
the pilot study, some questions were rephrased to improvetheir
clarity. As a result, some minor revisions were applied to the
questionnaire beforefinal data collection. The revised
questionnaire consisted of short questions and simplewords that
avoided ambiguous formulations.
From 1,237 qualified manufacturing SMEs invited to participate
in this research,235 valid questionnaires were received for a
response rate of 18.99 percent. Table IIlists the demographics of
the study. The valid questionnaires obtained came fromfirms in 18
different manufacturing sectors. A total of 36 firms (15.31 percent
ofsurveyed SMEs) operated in automotive industry, 31 firms (13.2
percent) in food, drink,and beverage, 23 (9.8 percent) in
electrical equipments, 18 (7.7 percent) in chemistry,18 (7.7
percent) in wood, tissue, and paper products, 15 in textile (6.4
percent), 12 in(5.1 percent) in optical and medical instruments,
and the rest (82 firms, 34.9 percent) inother manufacturing
sectors. Using relatively large sample size and covering
vastmajority of the manufacturing sectors from the Iranian
industrialized regions can helpwith the generalizability and
external validity of the study.
5. Hypotheses testingConsistent with the objectives of this
study, our proposed framework of EC adoptionaims to investigate
which factors and how they affect the initial and post-EC
adoption,as well as adoption and non-adoption of different EC
applications. Regarding internalconsistency reliability as the most
prevalently employed psychometric measureevaluating survey
instruments and scales (Tan et al., 2009), high internal
consistencyreliability in the measurement of constructs used in
proposed framework of ECadoption has been provided since all the
variables possess Cronbach a values of morethan 0.70 (Table III),
which exceeds the minimum standard recommended by priorliterature
(Benitez-Amado et al., 2010a, b). Moreover, and to ensure proper
constructvalidity, factor analysis was performed on the questions
using principal axis factoringmethod. As a result of performing
this analysis (using Varimax rotation method withKaiser
normalization), nine factor influencing EC adoption, including
threetechnological, three organizational, and three environmental
factors with eigenvaluesof 1.00 or higher were extracted (Table
AIII). Kaisers overall measure of samplingadequacy 0.725 indicates
that these data were appropriate for factor analysis(Benitez-Amado
et al., 2010a). Moreover, the results explain 55.867 percent of the
allindependent variables, showing an acceptable and satisfactory
level of constructvalidity.
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Frequency Percent Cumulative (%)
GenderMale 188 80.00 80.00Female 47 20.00 100.00
CEO ageBelow 30 14 5.96 5.9630-40 67 28.51 34.4740-50 71 30.21
64.6850-60 53 22.55 87.23Above 60 30 12.77 100.00
CEO education levelSenior high school (or below) 28 11.92
11.92Undergraduate 108 45.96 57.88Postgraduate (or above) 99 42.12
100.00
Number on employeesLess than 50 124 52.76 52.7650-100 43 18.30
71.06100-150 25 10.63 81.69150-200 29 12.34 94.03200-250 14 5.97
100.00
Annual sale (million USD)Below 10 61 25.96 25.9610-30 52 22.13
48.0930-50 50 21.27 69.3650-70 35 14.89 84.25Above 70 37 15.75
100.00
EC applications usage frequency (%)E-mail 74.89Intranet
45.96Extranet/VPN 37.45Web sites 59.15EDI 32.34ESCM 20.42EFT
22.55
Table II.Demographic attributesof the respondents
Item Variable No. of items Mean SD Cronbachs a
1 Perceived relative advantage 11 3.3779 0.88374 0.9122
Perceived compatibility 7 2.2243 0.75313 0.8423 Cost 3 3.2823
0.85526 0.7694 Information intensity 3 3.4511 0.93209 0.8135 CEOs
IS knowledge 3 3.2468 0.87263 0.7636 CEOs innovativeness 4 3.6326
0.94621 0.7747 Competition 3 3.4426 0.84781 0.7158 Buyer/supplier
pressure 4 3.3163 0.91349 0.7839 Support from technology vendors 3
3.0926 0.83186 0.785
Source: Own processing
Table III.Coefficient a values of allthe variables
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To test the relationship between influencing factors, and
initial EC adoption and extentof EC adoption multiple regressions
analyses have been used. For initial EC adoption,the coefficient of
determination (R 2) value shows that 37.9 percent of the
varianceassociated with initial EC adoption is explained from the
independent variablesincluded in our research. For post-EC adoption
however R 2 value shows that 29 percentof the variance associated
with extent of EC adoption is explained from theindependent
variables. Result of the variance inflation factor (VIF) analysis
(Table IV)demonstrates that the VIF values for all the variables do
not exceed the thresholdgenerally accepted in the literature with
values of 3.3 (Petter et al., 2007), indicating thatno
multicollinearity problems exist with the variables. Likewise,
Durbin-Watson valueof 1.960 for determinants of initial EC adoption
(Table IV), and 1.837 for determinantsof post-EC adoption (Table V)
which is between 1.5 and 2.5, demonstrates that there areno auto
correlation problems in the data used in this study (Hair et al.,
2006). Accordingto Table IV, buyer/supplier pressure appears to be
the most important variable thatpositively affects EC adoption in
Iranian SMEs. Support from technology vendors,
Standardized coefficientsVariable B SE b t-value Sig. Tolerance
VIF
Business size (annual sales) 0.263 0.129 0.107 2.044 0.042 0.977
1.023Perceived relative advantage 0.501 0.184 0.144 2.723 0.007
0.962 1.040Perceived compatibility 1.241 0.217 0.303 5.710 0.000
0.957 1.044Cost 20.054 0.199 20.015 20.273 0.785 0.880
1.137Information intensity 0.337 0.174 0.102 1.930 0.055 0.963
1.038Buyer/supplier pressure 1.385 0.200 0.374 6.922 0.000 0.915
1.093Support from technologyvendors 1.205 0.179 0.357 6.747 0.000
0.965 1.036Competition 0.413 0.193 0.114 2.138 0.034 0.949
1.054CEOs innovativeness 0.637 0.174 0.196 3.666 0.000 0.932
1.072CEOs IS knowledge 0.204 0.188 0.058 1.082 0.281 0.942
1.062
Notes: F 15.277; sig. F change 0.000; R 2 0.379; Durbin-Watson
1.960
Table IV.Results of multipleregression between
influencing factors andinitial EC adoption
Standardized coefficientsVariable B SE b t-value Sig. Tolerance
VIF
Business size 0.144 0.051 0.159 2.848 0.005 0.977 1.023Perceived
relative advantage 0.165 0.073 0.127 2.267 0.024 0.962
1.040Perceived compatibility 0.257 0.086 0.168 2.992 0.003 0.957
1.044Cost 0.099 0.079 0.074 1.261 0.209 0.880 1.137Information
intensity 0.197 0.069 0.160 2.856 0.005 0.963 1.038Buyer/supplier
pressure 0.448 0.079 0.325 5.637 0.000 0.915 1.093Support from
technology vendors 0.322 0.070 0.256 4.570 0.000 0.965
1.036Competition 0.255 0.077 0.189 3.335 0.001 0.949 1.054CEOs
innovativeness 0.108 0.069 0.089 1.558 0.121 0.932 1.072CEOs IS
knowledge 0.104 0.075 0.079 1.392 0.165 0.942 1.062
Notes: F 10.559; sig. F change 0.000; R 2 0.290; Durbin-Watson
1.837
Table V.Results of multipleregression between
influencing factors andpost-EC adoption
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perceived compatibility, CEOs innovativeness, perceived relative
advantage,competition, information intensity, and business size
are, respectively, otherimportant variables that positively affect
EC adoption. Moreover, Table V suggeststhat for extent of EC
adoption, buyer/supplier pressure is the dominant
determinant,followed by support from technology vendors,
competition, information intensity,perceived compatibility,
business size, and perceived relative advantage.
Further, and to test the effects of identified factors on
adoption and non-adoption ofdifferent EC applications studied in
this research, logistic regression (LR) has been used.Table VI
summarizes the output from the different LR runs across the sample
whichonly highlights significant factors. In the case of e-mail
adoption, perceived relativeadvantage, information intensity, and
buyer/supplier pressure were found to be thesignificant
discriminating factors. Table VI also suggests that support from
technologyvendors, CEOs involvement, CEOs innovativeness, and
business size (in term of annualsale) are only factors determining
the adoption of intranet. However, result of LR runsemphasizes on
significance of business size (in term of number of employees),
perceivedrelative advantage, and CEOs innovativeness over
extranet/virtual private network(VPN) adoption within Iranian SMEs.
In the context of EDI adoption, Table VI showsthat perceived
compatibility, buyer/supplier pressure, support from
technologyvendors, and business size (in term of annual sale) are
factors in favors of adaptors ofEDI. For web site adoption, result
of linear regression (LR) in Table VI provides supportfor perceived
compatibility, information intensity, competition, CEOs
innovativeness,and business size (in term of annual sale) as five
determinants of adoption of this ECapplication. Moreover, and for
electronic supply chain management (ESCM), perceivedrelative
advantage information intensity, and business size (in term of
annual sale) arereasons for adoption, and cost is the only reason
for non-adoption. Finally, and in thecase of EFT adoption, business
size (in term of number of employees) andbuyer/supplier pressure
were found to be the significant discriminating factors.
6. DiscussionThe results of this study on the subject of the
level of EC adoption in SMEs are inaccordance with prior IS
literature. Consistent with H1a and H1b, EC adoption withinIranian
SMEs were found to be positively affected by perceived relative
advantagewhich provides support for Rogers (1983) DOI model and
Davis (1989) TAM. Theresult of LR statistic also shows that the
introduction of three EC applications termede-mail, extranet/VPN,
and ESCM depended on the perceived relative advantage ofthese
applications. This means that CEOs of SMEs perceiving EC
applications moreuseful for their businesses are more probable to
adopt EC. Similarly and consistentwith H2a and H2b, compatibility
is another determinant of EC adoption within IranianSMEs. Moreover,
CEOs of SMEs those whom are adopters of EDI and webtechnologies
were found to perceive these applications compatible with
theirbusinesses which corroborate the DOI model in the sense that
compatibility turned outto be one the most influential factors of
EC adoption as perceived by top managers ofSMEs. The results of our
study suggesting perceived relative advantage andcompatibility of
EC as significant factors affecting initial and post-EC adoption
alsoconfirm the researches by Igbaria et al. (1997) regarding the
factors that influencepersonal computer adoption, Riemenschneider
et al. (2003) concerning the factors thataffect web site adoption,
and Grandon and Pearson (2004), concerning the determinants
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95p
erce
nt
CI
for
EX
P(B
)V
aria
ble
BS
EW
ald
df
Sig
.E
xp
(B)
Low
erU
pp
erC
oxan
dS
nel
lR
2N
agel
ker
keR
2x
2S
ig.
E-m
ail
0.01
020.
169
25.2
660.
008
1.P
RA
0.52
30.
217
5.82
21
0.01
61.
688
1.10
32.
582
2.In
t0.
549
0.21
96.
276
10.
012
1.73
21.
127
2.66
23.
Prs
0.58
40.
242
5.83
01
0.01
61.
793
1.11
62.
880
Intranet
0.16
60.
225
42.6
230.
000
1.S
up
0.32
70.
168
4.06
01
0.04
21.
443
1.03
82.
006
2.C
inn
0.46
70.
179
6.81
71
0.00
91.
595
1.12
32.
264
3.C
is0.
496
0.18
57.
186
10.
007
1.64
21.
143
2.36
04.
Siz
e(A
S)
0.80
40.
115
15.6
121
0.00
00.
635
0.50
70.
795
Extranet/VPN
0.14
90.
201
37.8
250.
000
1.S
ize
(NE
)1.
047
0.44
15.
636
10.
018
2.85
01.
200
6.76
42.
PR
A0.
444
0.17
96.
151
10.
013
1.55
91.
098
2.21
53.
Cin
n0.
379
0.17
44.
749
10.
029
1.46
11.
039
2.05
6EDI
0.16
40.
220
37.6
240.
000
1.C
bt
0.57
20.
224
6.54
01
0.01
11.
772
1.14
32.
746
2.P
rs0.
851
0.19
618
.873
10.
000
2.34
31.
596
3.44
03.
Su
p0.
416
0.17
65.
598
10.
018
1.51
61.
074
2.14
14.
Siz
e(A
S)
0.23
60.
114
4.29
11
0.03
80.
790
0.63
20.
987
Web
sites
0.21
60.
290
57.1
690.
000
1.C
bt
0.52
60.
185
8.07
71
0.00
41.
692
1.17
72.
432
2.In
t0.
427
0.18
25.
519
10.
019
1.53
21.
073
2.18
73.
Cm
p0.
778
0.20
614
.189
10.
000
2.17
61.
452
3.26
14.
Cin
n0.
350
0.17
44.
039
10.
044
1.42
01.
009
1.99
85.
Siz
e(A
S)
0.22
30.
109
4.16
41
0.04
11.
249
1.00
91.
547
ESCM
0.16
50.
228
42.2
490.
000
1.P
RA
0.44
20.
192
5.29
61
0.02
11.
556
1.06
82.
267
2.C
ost
20.
760
0.20
713
.509
10.
000
0.46
80.
312
0.70
13.
Int
0.41
90.
190
4.89
41
0.02
71.
521
1.04
92.
205
4.S
ize
(AS
)0.
325
0.11
28.
453
10.
004
0.72
20.
580
0.89
9EFT
0.15
10.
236
38.6
000.
000
1.S
ize
(NE
)1.
129
0.53
64.
444
10.
035
3.09
41.
083
8.84
32.
Prs
0.89
50.
239
14.0
231
0.00
02.
448
1.53
23.
911
Note:
AS
an
nu
alsa
le,
NE
n
um
ber
ofem
plo
yee
s
Table VI.Predictors of EC
technologies adoption inIranian SMEs
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of EC adoption, all within SMEs. On the other hand, although
cost negativelyinfluences the adoption of ESCM whining SMEs,
inconsistent with H3a and H3b, costwas not found to be significant
influential factor of decision to adopt EC, as well asextent of EC
adoption. This means that ESCM is the only EC application which
isperceived to be costly and thus risky by CEOs of SMEs comparing
to otherapplications. These results are in accordance with
Al-Qirims (2007) study finding thatthe financial cost of
implementing and operating the EC applications has notinfluenced EC
adoption by SMEs in New Zealand.
Furthermore, the factors in the organizational context were also
found to besignificant. The result provides support for H4a and H4b
showing that initial andpost-EC adoption is affected by information
intensity. This means that Iranian SMEshaving greater information
requirements have adopted EC to improve their informationprocessing
competence, which provides support for information processing
view(Karimi et al., 2004; Melville and Ramirez, 2008) and prior
literature showing what thesebusinesses active in information
intensive environment adopt EC to satisfy theirinformation needs
(Al-Qirim, 2007; Thong and Yap, 1995). Accordingly, our results
alsorevealed that e-mail, web site, and ESCM systems are EC
applications particularly usedto satisfy the information need of
SMEs.
Although the result of LR suggests that CEOs of SMEs, which are
adopters ofintranet, have been more knowledgeable and experienced
regarding IS, CEOs ISknowledge and experience was not found to
affect EC adoption. This finding isinconsistent with H5a and H5b,
as well as with some prior researchers such as Fink(1998) and Thong
and Yap (1995). However, the result suggests that initial EC
adoptionwithin Iranian SMEs is significantly affected by CEOs
innovativeness, thus, providessupport for H6a which means that
Iranian SMEs with more innovative CEOs havebeen more intended to
adopt EC. This finding supports prior literature on IS
adoptionsuggesting CEOs innovativeness as a significant determinant
of EC adoption(Al-Qirim, 2007). Similarly, it was found that SMEs
with CEOs who are moreinnovative are more likely to adopt web
technologies, extranet/VPN, and intranetwhich provide support for
prior literature (Agarwal and Prasad, 1998; Thong and Yap,1995).
Owing to the specific characteristics of SMEs and their
organizational structure,CEO has a supreme role in all functions of
SMEs and all decision and activities, both incurrent and in future
(Bruque and Moyano, 2007). Regarding this significant role ofCEOs
in determining the innovative attitude of these businesses, SMEs
withinnovative and risk-averse CEOs would be more intended to adopt
risky ECapplications which may necessitate significant changes in
organizations.
On the subject of relationship between organizational
characteristics and ECadoption, the results suggest that although
SMEs adopting extranet/VPN and EFT aresignificantly larger in size
regarding the number of employees, SMEs adoptingintranet, EDI, web
sites, ESCM are significantly larger in size regarding the
annualsale. We first assessed the effect of business size defined
as number of employees oninitial and post-EC adoption in the
regression analyses and did not find any significantrelationship
between business size and EC adoption. This finding can be of
concern asit is inconsistent with the majority of prior IS research
in this context. We believe thisinconsistency is attributed to the
definition of business size, as well as the nature ofIranian
manufacturing SMEs. We therefore tested the effect of business size
defined
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as annual sale and found significant relationship between SMEs
annual sale and initialand post-adoption which is consistent with
H7a and H7b.
The results of this study also shows that in the context of
Iranian SMEs,competitiveness of environment, which is also
interpreted as competitive pressure(Elbertsen and Van Reekum,
2008), significantly and positively affects the adoption ofEC. In
the other word, Iranian SMEs which activate in more competitive
environmentsare more intended to adopt and use EC. As a result,H8a
andH8b are accepted. Likewise,it was found that competitiveness of
environment discriminate between adapters andnon-adapters of web
sites within Iranian SMEs. This finding is consistent withand
supports previous researches discussing that EC adoption in SMEs is
significantlyand positively affected by competitiveness of
environment (Lin, 2006; Oliveira andMartins, 2010; Premkumar and
Ramamurthy, 1995). Since EC applications has becometechnologically
feasible and socially acceptable due to contemporary digital
revolution,employing these technologies by firms has become
strategically necessary (Premkumarand Ramamurthy, 1995), so that
SMEs active in industries having high rate ofinnovation and intense
competitive challenge are probable to perceive EC applicationsas a
stronger driver for strategic change and business outperformance
than those inother types of industries (Saffu et al., 2008).
Moreover, the results of this researchsuggest that EC is
significantly and positively affected by level of external pressure
onfirms for having EC, which provide support for H9a and H9b.
Similarly, Iranian SMEswhich are adopters of e-mail, EDI, and EFT
were found to be pressured to adopt theseEC applications. These
results provide support for prior researches emphasizing onexternal
pressure as an influential factor of EC adoption within SMEs (De
Burca et al.,2005; Sutanonpaiboon and Pearson, 2006). This external
pressure could be imposed bygovernment, customers, suppliers, and
larger counterparts (Caldeira and Ward, 2003;Iacovou et al., 1995).
For instance, Teo et al. (2009) found that businesses ready for
doingbusiness electronically have recommended and requested their
partners to adopt ande-procurement. As an example of these
pressures in Iran, EDI can be analyzed. IranianSMEs which are
suppliers of Irans automotive industries are required to adopt
EDIsince according to certain standards necessitated by automotive
industries, theirsuppliers in the supply networks are obliged to
communicate and interchange electronicdocuments or business data in
a standard electronic format.
On the other hand and consistent with H10a and H10b, EC adoption
within IranianSMEs were found to be positively affected by support
from technology vendors whichprovide supports for prior EC
researches (Al-Qirim, 2007; Mirchandani and Motwani,2001). For SMEs
generally experiencing lack of resources such as financial, skills,
andprofessionals (Welsh and White, 1981), lack of internal IS
experts and difficulty inrecruiting and retaining IS professionals,
as well as affording costs of providing IStraining for employees
can impose major problem is adoption of IS (Premkumar andRoberts,
1999; Thong et al., 1997). In such circumstances, the professional
abilities ofexternal experts (i.e. IS vendors) can significantly
make up for lack of IS skills andexperience in SMEs (Thong, 2001).
Similarly, if CEOs of SMEs perceive that their needof EC
applications are being offered by vendors and there are enough
technicalsupports and training campaigns provided by vendors that
fit their needs, they wouldbe more intended to adopt EC. For
Iranian SMEs, it was found that businessesreceiving higher support
from technology vendors have adopted intranet and EDImore
intensely.
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6.1 International comparisonThe obvious differences between
developing and developed countries have made itdifficult to develop
a unifying, one-size-fits-all theory of EC adoption. Table VII
showsthe ICT Development Index (benchmarking tools to monitor
information societydevelopments worldwide) of countries that has
hosted the prior literature on EC(International Telecommunication
Union, ITU, 2010). These statistics may signify thatbusinesses in
developed and developing countries differ in respect to
informationtechnology and EC context. Therefore, the international
comparison of prior researchon EC adoption in developing and
developed countries, in both initial (early) adoptionand
post-adoption can offer new perspectives for understanding the
global adoptionand assimilation of EC.
For initial EC adoption which refers to an organizations
attaining an interactive ECstatus (or decision to adopt or reject
the interactive EC), Molla and Licker (2005b) foundthat for South
African SMEs, initial EC adoption occurs when organizational
resourcesare positively supported (as requirements for initial
motivating and implementingefforts). This means that human,
business, and technology resource dimensions oforganizational
e-readiness, along with EC awareness, all have a major effect on
initialEC adoption. Interestingly, Tan et al. (2007) found that for
Chinese SMEs and in spite ofgreat enthusiasm of central government
towards the adoption of EC, internalorganizational factors (Molla
and Licker (2005b)) are main barrier of early (initial) ECadoption
in China. These finding may suggest that in the context of initial
EC adoptionin developing countries, EC maturity is of the main
importance as internal EC adoptionfactors (internal e-readiness) is
the major determinant of initial EC adoption. However,our result
revealed that in the context of developing countries, factors
affecting initialEC adoption do not limit to organizational factors
facilitating EC adoption wherefactors such as human/financial
resources or EC awareness are factors that facilitateinitial EC
adoption and can be considered as drivers or inhibitors of EC
adoption.We found that along with facilitating factors (support
from technology vendors, CEOsinnovativeness, and perceived relative
advantage in our study), initial EC adoptiondeterminants include
factors that pressure and force SMEs to move toward adoption ofEC,
which are information intensity, buyer/supplier pressure to use EC,
andcompetition experienced by SMEs. In the context of developed
countries and forSingaporean SMEs, it was found that relative
advantage, compatibility, and reliabilityare significant
determinant of decision to adopt EC (Kendall et al., 2001).
Likewise, andin the US SMEs context, perceived benefits,
compatibility, enthusiasm of the top
ICT Development Index (IDI),2008 and 2007 IDI access sub-index,
2008 and 2007
Country DevelopmentIDI
2008Ranking
2008IDI
2007Ranking
2007Use2008
Ranking2008
Use2007
Ranking2007
USA Developed 6.54 19 6.33 17 7.11 28 7.03 21Singapore Developed
6.95 14 6.47 15 8.02 10 7.81 10Canada Developed 6.49 21 6.30 18
7.51 18 7.33 13Iran Developing 3.08 84 2.73 86 3.36 83 3.06
80SouthAfrica Developing 2.79 92 2.64 91 3.14 94 2.88 90China
Developing 3.23 79 3.03 81 3.75 73 3.61 70
Table VII.Comparison between ICTdevelopment ofdeveloped
anddeveloping countries
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manager/CEO toward EC, and knowledge of the companys employees
were found tosignificant determinant of initial EC adoption (Beatty
et al., 2001; Mirchandani andMotwani, 2001). For European
businesses (all size) however, technology and customerreadiness and
competitive pressure determine the decision to implement EC (Zhu et
al.,2003). The comparison between developing and developed
countries suggests thatorganizational resources readiness plays
more significant role as the facilitator ofinitial EC adoption.
Similarly, it seems that SMEs in developing countries
experiencemore pressure for movement toward initial EC
adoption.
On the other hand for extent of an organizations utilization of
EC which is termed ECinstitutionalization, EC post-adoption, EC
migration, and EC sophistication by priorliterature (Hong and Zhu,
2006; Molla and Licker, 2005a; Tan et al., 2007; Tung andRieck,
2005), extent of EC usage by business partners/clients and market
pressure weresignified as the determinants of EC post-adoption in
South Africa SME segment (Mollaand Licker, 2005b). For Chinese SMEs
however, and similar to initial adoption, businessand human
resources and resources available for employees to pursue
innovation arethe significant influencing factors of post-adoption
(Tan et al., 2007). For Iranian SMEs,we found that the effects of
organizational e-readiness factors (CEO innovativeness,CEO IS
knowledge and perceived cost as the indicator of available
financial resources)are significantly less salient, and EC
post-adoption is mainly affected by environmentaldeterminants
pressuring SMEs to use more sophisticated EC applications. In
thecontext of developed countries and for US and Canadian firms
(including SMEs), theliterature suggests that organizational
readiness, perceived ease of use, perceivedusefulness, external
pressure, partner EC usage, and perceived obstacles are
influencingfactors of EC post-adoption (Grandon and Pearson, 2004;
Molla and Licker, 2005b). Priorliterature also suggests that
perceived benefits and obstacles of e-business,
technologyreadiness, competitive pressure, and trading partner
collaboration are factors affectingextent of EC implementation
within European (EU27) SMEs (Oliveira and Martins,2010).
These findings suggest that in both developing and developed
countries,post-adoption of EC within SMEs is mostly affected by
environmental determinants.As the weaker partners in
inter-organizational relationships, SMEs are extremelysusceptible
to impositions by their larger partners, as well as imposition
fromcustomers to receive better services (Caldeira and Ward, 2003;
Riemenschneider et al.,2003). Trading partners may pursue three
different strategies to induce a SME to adoptEC including
recommendation, promises (providing SMEs with specific support
and/orreward), and threats (e.g. discontinuance of the
partnership), thus, these businessescomply with external demands to
enhance their e-business competency to satisfy theexpectations of
their trading partners and customers (Iacovou et al., 1995). By
takingglobal comparison into consideration, future research can
effectively design theirresearch model to be robust enough to
capture most of the idiosyncrasies of ECadoption within developing
countries.
7. Conclusion7.1 Contributions to the research and practiceOur
work builds upon prior adoption research but is different in
important ways. Thisstudy intends to address factors affecting EC
adoption, as well as adoption andnon-adoption of different EC
applications among the SMEs through the use of a wide
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range of variables in the light of TOE framework. We believe
that the suggested model ofEC adoption makes a significant
contribution to research and practice since; it providessupport for
TAM model in the context of EC finding that perceived relative
advantage(usefulness) of EC is a significant discriminator between
adopters and non-adopters ofdifferent EC applications. Embedded
within TAM is the idea of focusing on predictingthe usage behavior
of the user of the technology. However, justifying this model in
thecontexts of EC adoption is problematic since in most cases, the
decision to integrate ECinto business operations is determined by
the perceived strategic value (e.g. improvedservice to key
customers) that can be achieved through this investment, not
onperceptions of the individual user (Zhu, 2004). Nonetheless, we
tried to assess theperception of CEOs of Iranian SMEs as the users
of EC applications to predict the ECusage behavior within these
businesses. Although prior literature (Iacovou et al.,
1995;Riemenschneider et al., 2003) corroborate the TAM model in the
sense that perceivedusefulness is an influential factor of IS (e.g.
EDI) adoption, even in internet commerceacceptance in academic
environment (McCloskey, 2004), our support provided for TAMin the
sense that perceived usefulness influences EC adoption can be
significant due tobroad and comprehensive definition of EC in this
research. Moreover, our findingsempirically support DOI theory by
suggesting perceived relative advantage of EC andEC compatibility
as significant influential factors of EC adoption decision
behavior. Ourstudy demonstrated the value of tailoring the TEO
framework to understand theadoption of complex innovation. We tried
to broaden the concept of EC to be a type IIIinnovation, because it
is often embedded in the SMEs core business processes or
isextending basic business products and services, and integrating
suppliers andcustomers in the value chain. Accordingly, and to the
best of our knowledge, this is thefirst study examining the effects
of factors found in the TOE framework on adoptiondecision behavior
of advanced EC applications such as EFT and in particular
ESCM.Defining ESCM as application packages such as inventory and
production planning andcontrol applications integrated throughout
supply chain, we found that thesetechnologies which are perceived
to be the only costly type of EC applications areadopted by
information intensive SMEs with CEOs who were aware of
potentialadvantages of EC.
The findings of this research have several implications for
governmental agencies,IS/EC consultants, and EC applications
vendors responsible for entering SMEs to thee-business environment.
To enhance the widespread adoption of EC applications, ECvendors
are advised to target their products and services at SMEs with
innovativeCEOs having positive attitude toward advantages of EC
adoption, as well as tocooperate with SMEs to jointly improve the
compatibility of EC applications withspecific characteristics of
SMEs active in different industries. Furthermore, assumingadopting
EC and entering to global e-business environment as a necessity for
survivalof SMEs, and concerning CEOs with less innovativeness and
positive attitude towardsEC adoption benefits, it is suggested that
governmental agencies and EC consultantsneed to promote the
attitude and innovativeness of CEOs through improving
theirawareness toward EC adoption (e.g. by providing training). In
SMEs, as theinnovativeness and attitude of CEOs toward EC adoption
become more positive, theirreceptiveness of EC applications will be
improved. In such circumstances,governmental agencies can play a
significant role in promoting EC in this businesstype through
providing gratis training programs and workshops particularly
designed
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for and targeted at employees and CEOs of SMEs. In the context
of Iranian SMEs, itmeans that relative public organizations such as
the ministry of communications andinformation technology and the
ministry of industries and mines need to addressdiscussed issue
through commencing some campaigns aimed at enhancement of
CEOsawareness regarding the advantages of EC on their businesses.
On the other hand, andalthough prior research suggests that cost of
EC adoption is still considered as abarrier within SMEs (e.g. in
the USA and The Netherlands), EC adoption cost is notperceived to
be a major barrier by Iranian SMEs. This finding can be
rationalized as;pirated softwares are widely available and are
believed to be used by the enterprises inIran. However, we believe
that it is mostly because of supports and financial incentivesand
grants provided by the government for EC institutionalization
within IranianSMEs (as the result of supportive plan termed TAKFA
prioritizing ICT operationalplanning launched by the government
since 2002). It has been revealed that as a resultof this
supportive plan, e-readiness of Iranian SMEs has been significantly
improved(Fathian et al., 2008). Our finding is very much in line
with prior study by Tan et al.(2009) showing that due to the
supportive incentives by Malaysian Government, SMEsin this country
are not concerned with ICT adoption costs. Accordingly, this
findingsignifies that policy maker plays an important role in
disseminating EC effectivelyacross SMEs in developing countries.
Therefore, EC-friendly policy ought to bedeveloped to compensate
for the inherent lack of necessary financial, legal, andphysical
infrastructures for the development of EC within SMEs in
developingcountries compared to their counterparts in developed
countries.
7.2 Limitations and future research directionsOur results must
be interpreted in the light of the studys limitations.
First,cross-sectional data of this research tend to have certain
limitations when it comes toexplaining the direction of causality
of the relationships among the variables. We werenot able to
measure the perception of surveyed CEOs at the time of EC
adoption.Although we tried to address this issue through requesting
CEOs to ascertain theirperceptions before EC adoption, we still
cannot be quite sure that the respondents wereable to backtrack
their mind uninfluenced by the experience of EC adoption to what
thestate was before adoption of EC applications. Thus, it is
suggested that a longitudinalstudy be undertaken to understand the
adoption of EC and strengthen the direction ofcausality proposed by
the model. Second, the study focuses only on the manufacturingSMEs
in the central region of Iran; therefore, the generalizability of
the study to othercountries and business contexts becomes
problematic. Finally, the research uses dataprovided by only one
key informant per firm which were CEOs of surveyed SMEs.While we
did not assess the opinions of employees which are also users of
ECapplications, it would have also been preferable to use two
informants per firm tocollect their opinions, as well as to
incorporate employees rela