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Journal of the Academy of Marketing Science
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Organizational Capabilities in E-Commerce: An Empirical Investigation of E-Brokerage Service Providers

Amit Saini

University of Nebraska–Lincoln

Jean L. Johnson

Washington State University

E-commerce not only has tremendous potential for growth but also poses unique challenges for both incumbents and new entrants. By examining drivers of firm performance in e-commerce from a capabilities perspective, the authors conceptualize three firm capabilities that are critical for superior firm performance in e-commerce: information technology capability, strategic flexibility, and trust-building capability. The extent and nature of market orientation is conceptualized as a platform for leveraging e-commerce capabilities. The authors test the effects of e-commerce capabilities on performance (e.g., relative profits, sales, return on investment) using data from 122 e-brokerage service providers. The results indicate that information technology capability and strategic flexibility affect performance given the right market orientation.

Key Words: capabilities • E-commerce • market orientation • Web performance

Journal of the Academy of Marketing Science, Vol. 33, No. 3, 360-375 (2005)
DOI: 10.1177/0092070305276150
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[Abstract] [PDF]