Organizations striving to compete in today’s harsh economic environment are forced to continuously innovate to retain competitiveness over time. The use of inter-organizational systems (IOS) is one way for organizations to gain competitive advantage. This paper attempts to investigate the adoption of IOS by means of a controlled field-experiment on organizational level. Relevant scientific literature on this topic largely agrees that two main factors of influence – circumstantial information, and institutional pressure – are assumed to have a strong influence on adoption intention of organizations. By conducting a field experiment across 504 business partners of a larger German organization, we find evidence for the relationship between institutional pressure and IOS adoption, while no support is found for the relation between circumstantial information and IOS adoption.
Kreuzer, Stanislav; Born, Friedrich; and Bernius, Steffen, "Convincing Business Partners to Adopt – Results from a Field-Experimental Setting on Organizational IOS Adoption" (2013). DIGIT 2013 Proceedings. 4.