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Essays on the use of digital technologies in open market business-to-business transactions

(2021)
Author
Promoter
(UGent) , Amit Basu and (UGent)
Organization
Abstract
Business-to-business (B2B) transactions either occur within an established relationship between two supply chain partners or in an open market setting, in which a firm considers multiple candidate transaction counterparties before closing a deal with a chosen firm. Firms can use Web-based digital technologies in support of both kinds of transactions. While there is a lot of guidance for firms digitalizing transactions with their supply chain partners, particularly using Electronic Data Interchange systems, the digitalization of open market transactions through digital technologies such as e-commerce websites and social media, has received far less attention from researchers. Given that over a quarter of firms’ B2B transactions in most industries are open market transactions and that the digitalization of these transactions comes at a cost, effective prioritization of the use of digital technologies in open market B2B transactions is non-trivial for firms. Toward that end, this dissertation examines how firms can effectively digitalize their open market B2B transactions, in three separate essays. The first essay investigates how the use of digital technologies to support various processes in open market B2B transactions is related to performance outcomes for buyer and seller firms. An analysis of survey data on 185 digitalized open market B2B transactions shows that the digitalization of information discovery processes is positively associated with sales performance for sellers, while the digitalization of transaction completion processes is positively associated with procurement performance for buyers. The second essay examines the fit between the digital technologies that firms use and the open market transaction processes they support. An analysis of survey data from 332 firms reveals notable discrepancies between fit and use, such as the frequent use of e-mail and websites for all transaction processes regardless of their fit with a particular transaction process, and the limited use of mobile applications, even for processes for which there is a fit. The third essay examines how the choices that buyers and sellers make in terms of which processes to digitalize, which technologies to use, and to what extent to use these technologies, impact the performance benefits they realize from their open market B2B transaction digitalization efforts. An analysis of 306 firms across 153 buyer-seller dyads shows that the realization of performance benefits from the digitalization of an open market B2B transaction is contingent on the extent of commonality in the choice of digital technologies by the transacting firms. Collectively, the three essays of this dissertation provide valuable insights for researchers and practitioners on how to effectively use digital technologies in open market B2B transactions.

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Please use this url to cite or link to this publication:

MLA
Van den Steen, Nils. Essays on the Use of Digital Technologies in Open Market Business-to-Business Transactions. Ghent University. Faculty of Economics and Business Administration, 2021.
APA
Van den Steen, N. (2021). Essays on the use of digital technologies in open market business-to-business transactions. Ghent University. Faculty of Economics and Business Administration, Ghent, Belgium.
Chicago author-date
Van den Steen, Nils. 2021. “Essays on the Use of Digital Technologies in Open Market Business-to-Business Transactions.” Ghent, Belgium: Ghent University. Faculty of Economics and Business Administration.
Chicago author-date (all authors)
Van den Steen, Nils. 2021. “Essays on the Use of Digital Technologies in Open Market Business-to-Business Transactions.” Ghent, Belgium: Ghent University. Faculty of Economics and Business Administration.
Vancouver
1.
Van den Steen N. Essays on the use of digital technologies in open market business-to-business transactions. [Ghent, Belgium]: Ghent University. Faculty of Economics and Business Administration; 2021.
IEEE
[1]
N. Van den Steen, “Essays on the use of digital technologies in open market business-to-business transactions,” Ghent University. Faculty of Economics and Business Administration, Ghent, Belgium, 2021.
@phdthesis{8714884,
  abstract     = {{Business-to-business (B2B) transactions either occur within an established relationship between two supply chain partners or in an open market setting, in which a firm considers multiple candidate transaction counterparties before closing a deal with a chosen firm. Firms can use Web-based digital technologies in support of both kinds of transactions. While there is a lot of guidance for firms digitalizing transactions with their supply chain partners, particularly using Electronic Data Interchange systems, the digitalization of open market transactions through digital technologies such as e-commerce websites and social media, has received far less attention from researchers. Given that over a quarter of firms’ B2B transactions in most industries are open market transactions and that the digitalization of these transactions comes at a cost, effective prioritization of the use of digital technologies in open market B2B transactions is non-trivial for firms. Toward that end, this dissertation examines how firms can effectively digitalize their open market B2B transactions, in three separate essays.
The first essay investigates how the use of digital technologies to support various processes in open market B2B transactions is related to performance outcomes for buyer and seller firms. An analysis of survey data on 185 digitalized open market B2B transactions shows that the digitalization of information discovery processes is positively associated with sales performance for sellers, while the digitalization of transaction completion processes is positively associated with procurement performance for buyers.
The second essay examines the fit between the digital technologies that firms use and the open market transaction processes they support. An analysis of survey data from 332 firms reveals notable discrepancies between fit and use, such as the frequent use of e-mail and websites for all transaction processes regardless of their fit with a particular transaction process, and the limited use of mobile applications, even for processes for which there is a fit. 
The third essay examines how the choices that buyers and sellers make in terms of which processes to digitalize, which technologies to use, and to what extent to use these technologies, impact the performance benefits they realize from their open market B2B transaction digitalization efforts. An analysis of 306 firms across 153 buyer-seller dyads shows that the realization of performance benefits from the digitalization of an open market B2B transaction is contingent on the extent of commonality in the choice of digital technologies by the transacting firms. 
Collectively, the three essays of this dissertation provide valuable insights for researchers and practitioners on how to effectively use digital technologies in open market B2B transactions.}},
  author       = {{Van den Steen, Nils}},
  language     = {{eng}},
  pages        = {{IX, 169}},
  publisher    = {{Ghent University. Faculty of Economics and Business Administration}},
  school       = {{Ghent University}},
  title        = {{Essays on the use of digital technologies in open market business-to-business transactions}},
  year         = {{2021}},
}