Adoption factors of electronic data exchange and technology: can we distinguish two phases?

In concordance with the emergence of technologies that allow more flexible interconnections, we propose to divide Interorganizational Information Systems (IOSs) adoption into two decision processes: electronic data exchange adoption and technological choices. These are sequentially and (in extreme cases) simultaneously related, albeit distinct, since an electronic data exchange decision rarely imposes a technological choice. In this context, the research aims at distinguishing factors influencing the decision for a company to adopt electronic data exchanges with its partners, and factors influencing the decision to adopt technologies supporting these electronic data exchanges. We investigate product information exchanges in the French consumer goods and retail industries through external catalogues, internal catalogues and Extranets. Analysis of 25 case studies allows us to conclude that it is relevant to distinguish these two decisions and the factors influencing each one.