Title :
Identifying e-business readiness factors contributing to IT distribution channel reseller success: a case analysis of two organizations
Author :
Amoroso, Donald L. ; Sutton, Heather E.
Author_Institution :
Coll. of Bus. Adm., San Diego State Univ., CA, USA
Abstract :
The purpose of the study is to identify whether certain factors have an impact on the success of organizations in the IT distribution channel to adopt and promote e-business strategic models to their end-user customers. Two reseller organizations participated in an in-depth set of surveys around e-business sales and distribution of IT products and services. A set of working research hypotheses was formulated for investigation. A survey instrument was developed, pre-tested and administered to thirteen executives in two reseller organizations. Managerially the findings were focused around the need to offer a differentiated set of e-business service offerings and to then decide how the organization should best develop partnering relationships and/or outsource the expertise. Outsourcing relationships, it was found, reduce the complexity of delivering overall e-business solutions, while also creating project management challenges. Strategic acquisitioning was a key factor in making e-business initiatives successful in the IT distribution channel.
Keywords :
DP industry; electronic commerce; management of change; outsourcing; IT distribution channel reseller success; IT product distribution; IT service distribution; e-business readiness factors; e-business sales; e-business strategic models; end-user customers; management; outsourcing relationships; project management; strategic acquisitioning; Art; Collaboration; Companies; Content management; Educational institutions; Hardware; Instruments; Internet; Marketing and sales; Outsourcing;
Conference_Titel :
System Sciences, 2002. HICSS. Proceedings of the 35th Annual Hawaii International Conference on
Print_ISBN :
0-7695-1435-9
DOI :
10.1109/HICSS.2002.994363