Many firms introduce electronic channels in addition to their traditional sales channels and observe increasing buyer adoption rates immediately after the introduction but subsequent declines. Firms must understand the factors that drive channel adoption decisions and how these factors change...

Despite many success stories, B2B e-commerce penetration remains low. Many firms introduce electronic channels in addition to their traditional sales channels, but find that buyer usage of the e-channel over time does not keep up with initial expectations. Firms must understand the underlying...