An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms

Article

Ng, Eric. 2005. "An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms." Journal of Business and Industrial Marketing. 20 (4/5), pp. 218-225. https://doi.org/10.1108/08858620510603891
Article Title

An empirical framework developed for selecting B2B e-business models: the case of Australian agribusiness firms

ERA Journal ID36098
Article CategoryArticle
Authors
AuthorNg, Eric
Journal TitleJournal of Business and Industrial Marketing
Journal Citation20 (4/5), pp. 218-225
Number of Pages8
Year2005
PublisherEmerald
Place of PublicationUnited Kingdom
ISSN0885-8624
Digital Object Identifier (DOI)https://doi.org/10.1108/08858620510603891
Web Address (URL)http://www.emeraldinsight.com/info/journals/jbim/jbim.jsp
Abstract

Purpose: To develop a preliminary framework for Australian agribusiness organisations seeking to select business-to-business (B2B) e-business
models.
Design/methodology/approach: A literature review was conducted on topics related to strategic decision making and B2B e-business models.
Particularly, factors influencing the strategic decision on the choice of e-business models to be selected were examined. The review aims to provide an
initial framework for the research study to be conducted. The research was conducted in two stages: depth interviews (stage one) and case studies
(stage two).
Findings: Provides information on factors (both internal and external) influencing the choice of e-business models and also insight into the current
practices of Australian agribusiness in relation to the selection process of B2B e-business models. A framework was developed to assist agribusiness
organisations to make decisions on the selection of the most appropriate e-business models.
Research limitations/implications: This study is exploratory in nature and thus the findings cannot be generalised to the population at large.
Further conclusive explanatory research is required for generalisation and the guidelines developed in this study could be replicated and tested in other
agribusiness sectors or in other industries.
Practical implications: Managers are able to consider and examine the relevance of the guidelines and criteria developed, and determine the
essential factors that require consideration during their selection process. The guidelines can also assist managers to determine the level of resources,
technological infrastructure and knowledge and understanding of e-business models required.
Originality/value: This paper brings together two disciplines - strategic decision making and development of e-business models - that have not
been combined prior to this study. The research findings have contributed to the development of existing theory in these two areas. The research also
offers insights into the selection of e-business models within the agribusiness industry that traditionally lagged behind in e-business. The development
of the framework and guidelines has assisted managers in their selection of e-business models and given them an appreciation of what others in the
industry are doing.

Keywordsbusiness-to-business marketing, electronic commerce, Australia, agriculture
ANZSRC Field of Research 2020350606. Marketing research methodology
359999. Other commerce, management, tourism and services not elsewhere classified
350608. Marketing theory
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Byline AffiliationsSchool of Management and Marketing
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