Research on the critical factors affecting a buying organization´s adoption of the B2B electronic marketplace

A B2B electronic marketplace (e-marketplace) can theoretically create much business value, but the realization of this value depends on its successful adoption. Since the adoption of the e-marketplace involves multiple aspects, it is necessary to explore a set of critical factors that determine the adoption decision. This research proposes such a set of factors from both transactional and relational perspectives in the position of buying organizations. By a Delphi study, this research identifies perceived benefits, readiness to adopt, network effects of the e-marketplace, inter-organizational trust, and perceived pressure as the critical factors.