E-Procurement for Consumers: Success Factors and Technology Acceptance

Proceedings of the International Conference on E-Learning, E-Business, Enterprise Information Systems and E-Government, H. R. Arabnia and A. Bahrami, eds., pp. 269-275, CSREA press, Las Vegas, 2007

7 Pages Posted: 5 Mar 2009 Last revised: 31 May 2009

Date Written: March 3, 2009

Abstract

E-procurement platforms where consumers place requests for proposals online and invite suppliers to bid for contracts have become increasingly popular in recent years. Why do these platforms enjoy such popularity? Which factors are driving platform growth, and what are possible impediments for success? In order to answer these questions, focus group interviews were conducted with users and opponents of the German platform www.my-hammer.de. Subsequently, a content analysis of the interviews' transcripts was carried out to identify key factors for platform success. The content analysis revealed that mistrust between buyers and suppliers, as well as between competing suppliers, is the major obstacle for more rapid platform growth. Mistrust plays an even more important role than usefulness and ease of use, the core constructs of traditional technology acceptance models. These results underline the necessity to implement sophisticated trust-building measures which are more reliable and reassuring than the existing, easy-to exploit reputation systems.

Keywords: procurement platforms, technology acceptance, e-commerce, critical success factors, consumer behaviour

JEL Classification: D19

Suggested Citation

Klafft, Michael, E-Procurement for Consumers: Success Factors and Technology Acceptance (March 3, 2009). Proceedings of the International Conference on E-Learning, E-Business, Enterprise Information Systems and E-Government, H. R. Arabnia and A. Bahrami, eds., pp. 269-275, CSREA press, Las Vegas, 2007, Available at SSRN: https://ssrn.com/abstract=1352346 or http://dx.doi.org/10.2139/ssrn.1352346

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