Organizational capabilities in e-commerce: An empirical investigation of e-brokerage service providers

  • Amit Saini
  • Jean L. Johnson


E-commerce not only has tremendous potential for growth but also poses unique challenges for both incumbents and new entrants. By examining drivers of firm performance in e-commerce from a capabilities perspective, the authors conceptualize three firm capabilities that are critical for superior firm performance in e-commerce: information technology capability, strategic flexibility, and trust-building capability. The extent and nature of market orientation is conceptualized as a platform for leveraging e-commerce capabilities. The authors test the effects of e-commerce capabilities on performance (e.g., relative profits, sales, return on investment) using data from 122 e-brokerage service providers. The results indicate that information technology capability and strategic flexibility affect performance given the right market orientation.


capabilities E-commerce market orientation Web performance 


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Copyright information

© Academy of Marketing Science 2005

Authors and Affiliations

  • Amit Saini
    • 1
  • Jean L. Johnson
    • 2
  1. 1.University of Nebraska-LincolnLincolnUSA
  2. 2.Washington State UniversityUSA

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