The Adoption Difficulty of B2b E-commerce in Asia

This study explores trust-related issues within inter-organisational systems (IOS) and seeks to advance our empirical knowledge of the early adoption of the electronic marketplace in an Asian context. It presents a qualitative study of the barriers faced by efforts to assist SMEs (small and medium-sized enterprises) to introduce B2B (business-to-business) electronic commerce in Singapore. The investigation employs an interpretative approach that draws on the theory of “technological frames”. It traces the case over 15 months and presents the data in three time periods. Consideration is given to why the technology provider failed to gain commitments from adopters even though all the favourable conditions were present. Inductively, the results highlight four key factors that explain the adoption difficulties: lack of familiarity (with technology), risk aversion, lack of trust, and incongruent cultural practice. The findings suggest that researchers need to consider potential adopters’ technology fears, an alternative perspective which aims to understand the intractable controversies underlying the adoption of new technology. If these fears are not understood, then the technologist’s well-intended programs may only promote adopters’ negative responses and lead to the non-acceptance of inter-organisational systems. The findings provide a useful contrast to the current understanding of IOS adoption by extending the trust factor to a wider context. The conceptual basis is significant for both research and practice as enterprises are rapidly venturing into the evolving forms of B2B electronic commerce enabled by the Internet in Asia.