Pressuring trading partners to adopt a business-to-business connectivity platform – stick or carrot?

The paper examines the impact of external pressure in the act of onboarding trading partners to business-to-business (B2B) connectivity platforms. Articulating different forms of external pressure (enticement and enforcement) and drawing on a survey of 121 organizations, it examines the effect of three enticement factors and three enforcement factors on firms’ decision to adopt a B2B connectivity platform. In general, enforcement measures...