Reducing buyer search costs: implications for electronic marketplaces
Management Science - Special issue: Frontier research on information systems and economics
E-commerce and the information market
Communications of the ACM
Antecedents of B2C Channel Satisfaction and Preference: Validating e-Commerce Metrics
Information Systems Research
The Measurement of Web-Customer Satisfaction: An Expectation and Disconfirmation Approach
Information Systems Research
The role of IT in successful knowledge management initiatives
Communications of the ACM - Why CS students need math
Frictionless Commerce? A Comparison of Internet and Conventional Retailers
Management Science
Building Effective Online Marketplaces with Institution-Based Trust
Information Systems Research
Knowledge Sourcing Effectiveness
Management Science
A Knowledge Management Success Model: Theoretical Development and Empirical Validation
Journal of Management Information Systems
Journal of Management Information Systems
Journal of Management Information Systems
Effects of Relational Factors and Channel Climate on EDI Usage in the Customer-Supplier Relationship
Journal of Management Information Systems
Measuring e-Commerce Success: Applying the DeLone & McLean Information Systems Success Model
International Journal of Electronic Commerce
Dynamic Pricing on the Internet: Importance and Implications for Consumer Behavior
International Journal of Electronic Commerce
Electronic Commerce and Organizational Innovation: Aspects and Opportunities
International Journal of Electronic Commerce
Journal of Management Information Systems
Journal of Management Information Systems
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The success of on-line marketplaces hinges on their ability to attract and retain sellers as well as buyers. The extant literature focuses on understanding the behavior of buyers, however, and few studies have tackled issues central to the performance of sellers. As a first step to fill this gap, this study systematically examines the effect of market knowledge from intermediaries on the performance of sellers in on-line marketplaces. Specifically, using a knowledge-based view of the firm as a theoretical lens, a research model is developed that highlights a causal link from the quality of market knowledge provided by an intermediary to sellers' market knowledge utilization and performance in an on-line marketplace. Strong empirical support for the research model is provided by data from 235 actual sellers in an on-line marketplace. The quality of market knowledge (i.e., its relevance, complementarity, and currency) is found to exert a positive effect on sellers' utilization of market knowledge, which in turn improves the sellers' performance. These findings motivate sellers to enhance their performance by utilizing market knowledge from intermediaries and offer useful guidelines for intermediaries to provide access to high-quality market knowledge for sellers in their marketplaces.