Determining Benefits from B2B e-Commerce: A Strategic Approach

A request from a powerful customer to exchange information electronically is animportant external stimulus to the business strategy of a supplier. Prior research indicates thatsub-optimal benefits, if any, are the typical result of such a stimulus. In this research, B2B ecommercealignment between business strategy and IT strategy is proposed as a determinantof enhanced business benefits from electronic information exchange. A multiple case studyapproach in the Australian automotive industry is used to examine this proposition. As moreelectronic information is exchanged using a range of electronic modes, thus creating complexinterorganizational systems, this research provides insights for suppliers about how to achievegreater benefits from B2B e-commerce.