Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions

Edwards, John S.; Miles, Morgan P.; D’Alessandro, Steven; Frost, Mark

doi:10.1016/j.jbusres.2021.12.074

Cited by 19 publications

(16 citation statements)

References 75 publications

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“…UTAUT framework is adopted for this research because it evaluates both technological and contextual aspects of a product or service. The impact of UTAUT factors on electronic market adoption has not been studied in the COVID 19 scenario (Edwards et al, 2022;Soraci et al, 2020). The present study fills this gap in the existing literature.…”

Section: Integrated Modelmentioning

confidence: 85%

“…As technology continues to evolve, ability of sellers to use electronic markets for selling, delivering and handling operations is linked to the performance and adoption of such market places (Kim et al, 2009;Wan & Wang, 2018). Customers' needs change and expand as online marketplaces deliver a greater variety of products and services (Edwards et al, 2022). How sellers handle online platforms and use innovative methods to boost their visibility and customer acceptability determines their survival in the electronic markets.…”

Section: Review Of Literature Electronic Markets and Sellersmentioning

confidence: 99%

“…Limited studies exist in the pandemic scenario but with inadequate understanding of seller self-efficacy (Edwards et al, 2022).…”

Section: Review Of Literature Electronic Markets and Sellersmentioning

confidence: 99%

“…During the COVID crisis, sellers were highly vulnerable, as they faced financial and business issues (Edwards et al, 2022). Sellers' vulnerability is explained as their fear of undesirable outcomes such as business closure and weak demand (Akpan et al, 2020;Lynn et al, 2022;Naughton et al, 2020).…”

Section: Protection Motivation Theory (Pmt)mentioning

confidence: 99%

“…The pandemic has affected business processes and increased seller concerns. At the same time, the literature focuses on sellers' protection strategies and coping abilities in COVID 19 crises (Edwards et al, 2022;Ferreira et al, 2021). The sudden outbreak forced sellers to seek alternatives to prevent store closures.…”

Section: Protection Motivation Theory (Pmt)mentioning

confidence: 99%

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Factors impacting behavioural intentions to adopt the electronic marketplace: findings from small businesses in India

et al. 2022

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The pandemic has accelerated e-commerce adoption for both consumers and sellers. This study aims to identify factors critical to the adoption of electronic markets (EM) during the pandemic, from the perspective of small sellers in non-metro cities. The research design utilizes core dimensions of the UTAUT model and selected constructs from protection motivation theory; since business closure vulnerability also triggers electronic market adoption. A questionnaire survey method was used to collect data from 150 sellers from tier-II/III cities of India. Study results identified performance expectancy, effort expectancy, social influence and perceived vulnerability as significant determinants of behavioural intention towards adoption of EM. The findings also explain the moderating impact of sellers' awareness of information technology and merchants’ age on behavioural outcomes. Given the growing demands from such cities, the research offers insights for marketers to understand the bottlenecks and ways to motivate small sellers to get associated with EMs.

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Section: Integrated Modelmentioning

confidence: 85%