Asset stock accumulation and sustainability of competitive advantage
Management Science
Clicks vs. bricks: toward a model of internet-induced channel competition
ICIS '00 Proceedings of the twenty first international conference on Information systems
Information Systems Research
Success in High-Technology Markets: is Marketing Capability Critical?
Marketing Science
Research Commentary: Transformational Issues in Researching IS and Net-Enabled Organizations
Information Systems Research
Applying the Technology Acceptance Model and Flow Theory to Online Consumer Behavior
Information Systems Research
Assessing a Firm's Web Presence: A Heuristic Evaluation Procedure for the Measurement of Usability
Information Systems Research
Measuring Factors that Influence the Success of Internet Commerce
Information Systems Research
Web Site Usability, Design, and Performance Metrics
Information Systems Research
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
Journal of Management Information Systems
Reexamining the Value Relevance of E-Commerce Initiatives
Journal of Management Information Systems
Understanding Determinants of Online Consumer Satisfaction: A Decision Process Perspective
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
The Search for Strategic Advantage from the World Wide Web
International Journal of Electronic Commerce
An Instrument for Measuring the Business Benefits of E-Commerce Retailing
International Journal of Electronic Commerce
Expert Systems with Applications: An International Journal
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Attracted by the promise of greater market exposure and increased revenues, firms across a wide variety of industries have undertaken significant investments in online channels. However, while some firms' entire business models revolve around this initiative, others have made only limited commitments to online channel ventures. What accounts for these marked differences in commitment to online initiatives, and do firms reap the performance benefits of increased levels of commitment? Furthermore, how do firms' internal and external capabilities affect their propensity to establish and succeed with online channel ventures? Drawing on marketing, innovation, and information systems perspectives, along with insights from the resource-based view of the firm, we propose an integrative conceptual framework that helps answer these questions. We ground our hypotheses in the context of retailers' online channel development efforts, and test our conceptual framework with data collected via a Web-based survey of 550 retailers. We find evidence of significant positive returns to investments in online channels. Furthermore, we observe the divergent effects of different sets of capabilities on commitment and performance. Importantly, although we find that the direct effect of firms' information systems capabilities on online performance appears to be negative, the indirect effect (mediated by commitment) is positive. Our study also examines the impact of firms' established distribution channels on levels of commitment to, and performance of, the online channel. We find that firms' established distribution channels act as double-edged swords, with divergent effects on commitment and performance. We also find evidence of diminishing returns to commitment as a function of established distribution presence, thereby suggesting that the rewards of commitment do not accrue equally to all firms.