Reseller adoption of manufacturers' e-business tools: The impact of social enforcement, technology-relationship fit and the mediating role of reseller benefits

Research output: Contribution to journalArticle

19 Scopus citations


Manufacturer-reseller relationships are increasingly becoming technology-infused as distribution managers are employing e-business tools to streamline existing channels. This research examines the role of social enforcement, relationship-technology fit and the perceived reseller benefits in reseller adoption of manufacturers' e-business tools. The results of the empirical test involving a sample of 224 resellers suggest that social enforcement and technology-relationship factors impact reseller e-business adoption, while reseller benefits play a mediating role. Implications of these findings for researchers and managers are discussed.

Original languageEnglish (US)
Pages (from-to)217-223
Number of pages7
JournalJournal of Business Research
Issue number3
StatePublished - Mar 2010



  • Adoption
  • e-Business tools
  • Manufacturer-reseller relationships
  • Mediation
  • Relationship-technology fit
  • Reseller benefits
  • Social enforcement

ASJC Scopus subject areas

  • Marketing

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