Investigating the Factors Influencing the Adoption of E-Commerce in Small and Medium-Sized Companies using the Push-Pull Framework

Subject Areas : Marketing

Seyed Reza Jalalzadeh ¹ , Seyyed Mohammad Shahab Sadrosadat ² , Mahsa Lotfiyan Moghadam ³

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Received: 2024-04-14 Accepted : 2024-08-08 Published : 2024-02-04

Keywords: e-commerce adoption, theory of planned behavior, push-pull framework, Customer information seeking behavior,

Abstract :

This research aims to investigate the factors influencing the adoption of e-commerce in small and medium-sized companies using the push-pull framework and with a practical approach in companies that produce and sell building stones in Iran. This research is a descriptive survey correlation in terms of its practical purpose and method. The statistical population of this research is made up of all sellers and producers of construction stone in Tehran province, and with the help of G*Power software, a minimum sample size of 216 people was estimated; But for more certainty, 220 people were selected as samples. The partial least squares technique and Smart Pls software have been used to test research hypotheses. The results of the research show that pull and push variables have an effect on changing the behavior of the company from traditional retail to e-commerce. Perceived time savings by using e-commerce and perceived cost savings by using e-commerce affect supporting customers' information-seeking behavior. Understanding that small and medium-sized companies in the stone industry can provide better service quality and lower prices with the presence of e-commerce has an impact on the perceived value of e-commerce for small and medium-sized companies that produce and sell stones in the stone industry. An increase in sales due to expansion of market access, improvement of external market communication, quality of e-commerce site services, and customer support system on the website also affect understanding the attractiveness of e-commerce adoption for the company.

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