In a business to business context, the adoption of a disruptive technology can introduce great risks and benefits for all involved parties. In order to investigate the issues surrounding disruptive technology adoption, this dissertation analyzes the roles of buyers, suppliers, and employees within the adoption process. First, it is found that interorganizational trust has a positive impact on the likelihood of disruptive technology adoption, thus benefitting incumbent suppliers. Second, pre-existing interorganizational trust is shown to lead to lower quality adoption decisions from the buyers' perspective. Finally, employees are found to be less likely to accept disruptive technologies, as compared to incremental technologies. The influence of buyer, supplier, and employee relationships are complex and are explored in further detail in the following studies. / Business Administration/Marketing

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Made available in DSpace on 2014-12-17T13:51:33Z (GMT). No. of bitstreams: 1 MarliFFST_TESE.pdf: 2405705 bytes, checksum: d5382e776543ce8d8c7f7d5ffc17c027 (MD5) Previous issue date: 2012-04-13 / This research is part of the field of organizational studies, focusing on organizational purchase behavior and, specifically, trust interorganizational at the purchases. This topic is current and relevant by addressing the development of good relations between buyer-supplier that increases the exchange of information, increases the length of relationship, reduces the hierarchical controls and improves performance. Furthermore, although there is a vast literature on trust, the scientific work that deal specifically at the trust interorganizational still need further research to synthesize and validate the variables that generate this phenomenon. In this sense, this investigation is to explain the antecedents of trust interorganizational by the relationship between the variable operational performance, organizational characteristics, shared values and interpersonal relationships on purchases by manufacturing industries, in order to develop a robust literature, most consensual, that includes the current sociological and economic, considering the effect of interpersonal relationships in this phenomenon. This proposal is configured in a new vision of the antecedents of interorganizational trust, described as significant quantitative from models Morgan and Hunt (1994), Doney and Cannon (1997), Zhao and Cavusgil (2006) and Nyaga, Whipple, Lynch (2011), as well as qualitative analysis of Tacconi et al. (2011). With regard to methodological aspects, the study assumes the form of a descriptive, survey type, and causal trace theoretical and empirical. As for his nature, the investigation, explicative character, has developed a quantitative approach with the use of exploratory factor analysis and structural equation modeling SEM, with the use of IBM software SPSS Amos 18.0, using the method of maximum verisimilitude, and supported by technical bootstraping. The unit of analysis was the buyer-supplier relationship, in which the object under investigation was the supplier organization in view of the purchasing company. 237 valid questionnaires were collected among key informants, using a simple random sampling developed in manufacturing industries (SIC 10-33), located in the city of Natal and in the region of Natal. The first results of descriptive analysis demonstrate the phenomenon of interorganizational trust, in which purchasing firms believe, feel secure about the supplier. This demonstration showed high levels of intensity, predominantly among the vendors that supply the company with materials that are used directly in the production process. The exploratory and confirmatory factor analysis, performed on each variable alone, generated a set of observable and unobservable variables more consistent, giving rise to a model, that needed to be further specified. This again specify model consists of trajectories was positive, with a good fit, with a composite reliability and variance extracted satisfactory, and demonstrates convergent and discriminant validity, in which the factor loadings are significant and strong explanatory power. Given the findings that reinforce the model again specify data, suggesting a high probability that this model may be more suited for the study population, the results support the explanation that interorganizational trust depends on purchases directly from interpersonal relationships, sharing value and operating performance and indirectly of personal relationships, social networks, organizational characteristics, physical and relational aspect of performance. It is concluded that this trust can be explained by a set of interactions between these three determinants, where the focus is on interpersonal relationships, with the largest path coefficient for the factor under study / Esta pesquisa se insere no campo dos estudos organizacionais, focalizando o comportamento de compra organizacional e, de forma espec?fica, a confian?a interorganizacional nas compras. Esse tema ? atual e relevante por abordar o desenvolvimento de boas rela??es entre comprador-fornecedor que amplia a troca de informa??es, aumenta o tempo de relacionamento, reduz os controles hier?rquicos e melhora o desempenho. Al?m disso, embora exista uma vasta literatura sobre confian?a, os trabalhos cient?ficos que tratam especificamente da confian?a interorganizacional ainda carecem de mais pesquisas que sintetizem e validem as vari?veis geradoras desse fen?meno. Nesse sentido, essa investiga??o consiste em explicar os antecedentes da confian?a interorganizacional pela rela??o entre as vari?veis desempenho operacional, caracter?sticas organizacionais, compartilhamento de valores e relacionamento interpessoal nas compras realizadas pelas ind?strias de transforma??o, a fim de desenvolver uma literatura robusta, mais consensual, que contemple as correntes sociol?gicas e econ?micas, considerando o efeito das rela??es interpessoais nesse fen?meno. Essa proposta se configura em uma nova vis?o dos antecedentes da confian?a interorganizacional, descritos como significativos com base nos modelos quantitativos de Morgan e Hunt (1994), Doney e Cannon (1997), Zhao e Cavusgil (2006) e Nyaga, Whipple, Lynch (2011), bem como da an?lise qualitativa de Tacconi et al. (2011). No que se refere aos aspectos metodol?gicos, o estudo assume a forma de uma pesquisa descritiva, do tipo survey, e causal de cunho te?rico emp?rico. Quanto ? sua natureza, a investiga??o, de car?ter explicativo, se desenvolveu em uma abordagem quantitativa, com o uso da an?lise fatorial explorat?ria e da modelagem de equa??es estruturais SEM, com o recurso do software IBM SPSS Amos 18.0, utilizando o m?todo da m?xima verossimilhan?a e apoiada pela t?cnica de bootstraping. A unidade de an?lise foi a rela??o comprador-fornecedor, em que o objeto investigado era a organiza??o fornecedora na vis?o da empresa compradora. Foram coletados 237 question?rios v?lidos, entre os informantes-chaves, utilizando uma amostragem aleat?ria simples desenvolvida nas ind?strias de transforma??o (CNAE 10 a 33), localizadas na cidade do Natal e na regi?o da Grande Natal. Os primeiros resultados das an?lises descritivas demonstram o fen?meno da confian?a interorganizacional na qual as empresas compradoras acreditam, se sentem seguras em rela??o ? empresa fornecedora. Essa manifesta??o apresentou altos n?veis de intensidade, com predomin?ncia entre os fornecedores que suprem a empresa com os materiais que s?o utilizados diretamente no processo produtivo. As an?lises fatoriais explorat?rias e confirmat?rias, realizadas em cada vari?vel isoladamente, geraram um conjunto de vari?veis observ?veis e n?o observ?veis mais consistentes, que juntas formaram um modelo que precisou de reespecifica??o. Esse modelo reespecificado foi constitu?do por trajet?rias positivas, com bom ajustamento, com confiabilidade composta e vari?ncia extra?da satisfat?rias, assim como demonstra validade convergente e discriminante, nas quais as cargas fatoriais s?o significativas e com forte poder explicativo. Diante das constata??es que refor?am o modelo reespecificado aos dados, sugerindo uma elevada probabilidade de que esse modelo seja o mais ajustado para a popula??o em estudo, os resultados suportam a explica??o de que a confian?a interorganizacional nas compras depende diretamente do relacionamento interpessoal, do compartilhamento de valores e do desempenho operacional e indiretamente das rela??es pessoais, redes sociais, caracter?sticas organizacionais, aspecto f?sico e relacional do desempenho. Conclui-se que essa confian?a pode ser explicada por um conjunto de intera??es entre esses tr?s determinantes, nos quais o ponto central recai sobre o relacionamento interpessoal, que apresentou o maior coeficiente de trajet?ria para o fator em estudo

<p>This thesis investigates the way to implement a valuable e-commerce solution. With the growing importance of information technologies in business practices, more and more companies are adopting e-commerce as a selling and ordering process. However, depending on the market environment, the level of success of the implementation may differ. The purpose of this study is therefore to examine what are the conditions required for a successful B2B e-commerce implementation in different market contexts.</p><p>Theories related to the impact of markets' contexts on e-commerce, the business process, and the drivers and enablers of e-commerce have been considered. Thereafter the current situation of Star Laundry Solutions (SLS) has been studied. The context of different markets – France, United Kingdom, Turkey - where they have dealers, the business process drivers of implementations and success factors of a valuable e-commerce solution have been investigated. The result of the empirical studied are analyzed in comparison with the theoretical findings. Through this method, the main research question of the thesis, namely “What are the necessary conditions to implement a value-adding e-commerce solution in different market contexts?” can be answered.</p><p>Several conditions have been identified in order to succeed the implementation and bring value to the different players along the supply chain, from the manufacturer to the end-customer. The market should first answer different criteria. Further, future users of the web solution must support the implementation, trust between parties must also emerge from the implementation, and additional information must be provided on the website such as product numbers (PNCs), products' availability and delivery times.</p><p>The provided recommendations of this thesis regarding the features of the web solution, the range of products that dealers and importers should be able to order online and the range of companies that should be allowed to use the web solution in Turkey.</p>

This thesis investigates the way to implement a valuable e-commerce solution. With the growing importance of information technologies in business practices, more and more companies are adopting e-commerce as a selling and ordering process. However, depending on the market environment, the level of success of the implementation may differ. The purpose of this study is therefore to examine what are the conditions required for a successful B2B e-commerce implementation in different market contexts. Theories related to the impact of markets' contexts on e-commerce, the business process, and the drivers and enablers of e-commerce have been considered. Thereafter the current situation of Star Laundry Solutions (SLS) has been studied. The context of different markets – France, United Kingdom, Turkey - where they have dealers, the business process drivers of implementations and success factors of a valuable e-commerce solution have been investigated. The result of the empirical studied are analyzed in comparison with the theoretical findings. Through this method, the main research question of the thesis, namely “What are the necessary conditions to implement a value-adding e-commerce solution in different market contexts?” can be answered. Several conditions have been identified in order to succeed the implementation and bring value to the different players along the supply chain, from the manufacturer to the end-customer. The market should first answer different criteria. Further, future users of the web solution must support the implementation, trust between parties must also emerge from the implementation, and additional information must be provided on the website such as product numbers (PNCs), products' availability and delivery times. The provided recommendations of this thesis regarding the features of the web solution, the range of products that dealers and importers should be able to order online and the range of companies that should be allowed to use the web solution in Turkey.