{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,1,13]],"date-time":"2026-01-13T01:44:24Z","timestamp":1768268664388,"version":"3.49.0"},"reference-count":100,"publisher":"IGI Global","issue":"4","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2011,10,1]]},"abstract":"<p>This paper explores the performance of Chinese small and medium sized enterprises (SMEs) on Business-to-Business (B2B) electronic marketplaces (EMs). Based on a content analysis of 155 cases of high performing online Chinese vendors, this paper explains the success of SME online B2B vendors within a Motivation-Capability framework. This first generation of SME B2B online vendors proved highly motivated to increase sales and developed a set of Internet leveraged organizational capabilities to compete online, including capabilities for online marketing, product innovation, eCommerce management, etc. This study differs from traditional wisdom that online marketplaces will render Guanxi (a Chinese cultural phenomenon defined as close and pervasive interpersonal relationships, Yang, 1994) irrelevant since online marketplaces are perceived to be impersonal. In fact, Guanxi still matters online, but it takes new forms. This research offers important managerial implications for B2B SME online vendors on how to leverage EMs for higher performance.<\/p>","DOI":"10.4018\/jgim.2011100103","type":"journal-article","created":{"date-parts":[[2011,10,19]],"date-time":"2011-10-19T15:23:53Z","timestamp":1319037833000},"page":"45-75","source":"Crossref","is-referenced-by-count":9,"title":["Modeling the Success of Small and Medium Sized Online Vendors in Business to Business Electronic Marketplaces in China"],"prefix":"10.4018","volume":"19","author":[{"given":"Shan","family":"Wang","sequence":"first","affiliation":[{"name":"Renmin University of China, China"}]},{"given":"Yili","family":"Hong","sequence":"additional","affiliation":[{"name":"Temple University, USA"}]},{"given":"Norm","family":"Archer","sequence":"additional","affiliation":[{"name":"McMaster University, Canada"}]},{"given":"Youwei","family":"Wang","sequence":"additional","affiliation":[{"name":"Fudan University, China"}]}],"member":"2432","reference":[{"key":"jgim.2011100103-0","unstructured":"Acs, Z. J. (2007). How is entrepreneurship good for economic growth? Paper presented at the 25th Economic Conference of Progress Foundation, Zurich, Switzerland."},{"issue":"1","key":"jgim.2011100103-1","doi-asserted-by":"crossref","first-page":"17","DOI":"10.5465\/amr.2002.5922314","article-title":"Social capital: Prospects for a new concept.","volume":"27","author":"P. S.Adler","year":"2002","journal-title":"Academy of Management Review"},{"key":"jgim.2011100103-2","doi-asserted-by":"publisher","DOI":"10.1080\/10196780500303136"},{"key":"jgim.2011100103-3","doi-asserted-by":"publisher","DOI":"10.1080\/10196780701635872"},{"key":"jgim.2011100103-4","doi-asserted-by":"publisher","DOI":"10.1111\/j.1468-2370.2008.00251.x"},{"key":"jgim.2011100103-5","unstructured":"Analysys. (2009). China B2B electronic marketplace monitoring report (fourth quarter, 2008). Beijing, China: Analysys International."},{"key":"jgim.2011100103-6","doi-asserted-by":"publisher","DOI":"10.2307\/249641"},{"issue":"3","key":"jgim.2011100103-7","doi-asserted-by":"crossref","first-page":"656","DOI":"10.5465\/amr.1986.4306261","article-title":"Organizational culture: Can it be a source of sustained competitive advantage?","volume":"11","author":"J. B.Barney","year":"1986","journal-title":"Academy of Management Review"},{"key":"jgim.2011100103-8","doi-asserted-by":"publisher","DOI":"10.1177\/014920639101700108"},{"key":"jgim.2011100103-9","doi-asserted-by":"publisher","DOI":"10.1016\/S1479-8387(05)02001-1"},{"key":"jgim.2011100103-10","doi-asserted-by":"publisher","DOI":"10.1016\/S0883-9026(00)00069-0"},{"issue":"1","key":"jgim.2011100103-11","first-page":"73","article-title":"Achieving rapid growth: Revisiting the managerial capacity problem.","volume":"9","author":"B. R.Barringer","year":"2004","journal-title":"Journal of Developmental Entrepreneurship"},{"key":"jgim.2011100103-12","doi-asserted-by":"publisher","DOI":"10.2307\/257003"},{"key":"jgim.2011100103-13","doi-asserted-by":"publisher","DOI":"10.1080\/10196780600999841"},{"key":"jgim.2011100103-14","doi-asserted-by":"publisher","DOI":"10.2307\/248684"},{"issue":"2","key":"jgim.2011100103-15","doi-asserted-by":"crossref","first-page":"253","DOI":"10.1080\/07421222.2005.11045844","article-title":"Types of information technology capabilities and their role in competitive advantage: An empirical study.","volume":"22","author":"G. D.Bhatt","year":"2005","journal-title":"Journal of Management Information Systems"},{"issue":"8","key":"jgim.2011100103-16","first-page":"49","article-title":"Beyond the productivity paradox.","volume":"41","author":"E.Brynjolfsson","year":"1998","journal-title":"Communications of the CAM"},{"key":"jgim.2011100103-17","doi-asserted-by":"publisher","DOI":"10.1353\/eca.2002.0003"},{"key":"jgim.2011100103-18","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.ejis.3000454"},{"key":"jgim.2011100103-19","doi-asserted-by":"publisher","DOI":"10.1016\/0883-9026(94)90011-6"},{"issue":"4","key":"jgim.2011100103-20","first-page":"622","article-title":"The effect of human resource management practices on firm performance: Empirical evidence from high tech firms in Taiwan.","volume":"19","author":"P.-L.Chang","year":"2002","journal-title":"International Journal of Management"},{"key":"jgim.2011100103-21","doi-asserted-by":"publisher","DOI":"10.4018\/jgim.2008010102"},{"key":"jgim.2011100103-22","year":"2008","journal-title":"2007 China SME informatization development report"},{"key":"jgim.2011100103-23","doi-asserted-by":"publisher","DOI":"10.1016\/0019-8501(94)00079-C"},{"key":"jgim.2011100103-24","doi-asserted-by":"publisher","DOI":"10.1111\/j.1559-1816.1992.tb00945.x"},{"key":"jgim.2011100103-25","doi-asserted-by":"publisher","DOI":"10.1108\/09696479810223428"},{"key":"jgim.2011100103-26","doi-asserted-by":"publisher","DOI":"10.1023\/B:SBEJ.0000032036.90353.1f"},{"key":"jgim.2011100103-27","doi-asserted-by":"publisher","DOI":"10.1002\/smj.683"},{"key":"jgim.2011100103-28","doi-asserted-by":"publisher","DOI":"10.1016\/j.im.2007.02.004"},{"key":"jgim.2011100103-29","doi-asserted-by":"publisher","DOI":"10.5465\/AMJ.2007.24160888"},{"key":"jgim.2011100103-30","doi-asserted-by":"publisher","DOI":"10.1002\/1097-0266(200010\/11)21:10\/11<1105::AID-SMJ133>3.0.CO;2-E"},{"key":"jgim.2011100103-31","doi-asserted-by":"publisher","DOI":"10.1007\/BF01065181"},{"key":"jgim.2011100103-32","doi-asserted-by":"publisher","DOI":"10.1108\/17410400710757178"},{"issue":"1","key":"jgim.2011100103-33","doi-asserted-by":"crossref","first-page":"13","DOI":"10.2307\/258627","article-title":"Bad for practice: A critique of the transaction cost theory.","volume":"21","author":"S.Ghoshal","year":"1996","journal-title":"Academy of Management Review"},{"key":"jgim.2011100103-34","author":"G.Gibbs","year":"2002","journal-title":"Qualitative data analysis: Explorations with NVivo"},{"issue":"3","key":"jgim.2011100103-35","doi-asserted-by":"crossref","first-page":"114","DOI":"10.2307\/41166664","article-title":"The resource-based theory of competitive advantage.","volume":"33","author":"R. M.Grant","year":"1991","journal-title":"California Management Review"},{"key":"jgim.2011100103-36","doi-asserted-by":"publisher","DOI":"10.1509\/jmkg.65.3.17.18331"},{"key":"jgim.2011100103-37","doi-asserted-by":"publisher","DOI":"10.1509\/jmkg.72.4.12"},{"key":"jgim.2011100103-38","doi-asserted-by":"publisher","DOI":"10.1016\/S0166-3615(02)00058-1"},{"key":"jgim.2011100103-39","doi-asserted-by":"publisher","DOI":"10.1016\/S0963-8687(03)00034-9"},{"key":"jgim.2011100103-40","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave\/ejis\/3000422"},{"key":"jgim.2011100103-41","unstructured":"IReserch. (2010). 2009-2010 industry report: The development of B2B eCommerce among small and medium sized businesses in China. Shanghai, China: IResearch Consulting Group- China Internet Research Center."},{"key":"jgim.2011100103-42","doi-asserted-by":"publisher","DOI":"10.4018\/jeco.2007070103"},{"key":"jgim.2011100103-43","doi-asserted-by":"publisher","DOI":"10.2307\/249609"},{"key":"jgim.2011100103-44","doi-asserted-by":"publisher","DOI":"10.1287\/orsc.3.3.383"},{"issue":"1","key":"jgim.2011100103-45","doi-asserted-by":"crossref","first-page":"23","DOI":"10.17705\/1jais.00147","article-title":"Business value of IT: An essay on expanding research directions to keep up with the times.","volume":"9","author":"R.Kohli","year":"2008","journal-title":"Journal of the Association for Information Systems"},{"key":"jgim.2011100103-46","volume":"Vol. 5","author":"K.Krippendorff","year":"1980","journal-title":"Content analysis: An introduction to its methodology"},{"key":"jgim.2011100103-47","doi-asserted-by":"publisher","DOI":"10.1108\/03090560110363346"},{"key":"jgim.2011100103-48","author":"L.Lee","year":"2005","journal-title":"Antecedents of entrepreneurial propensity: Findings from Singapore, Hong Kong and Taiwan"},{"key":"jgim.2011100103-49","doi-asserted-by":"publisher","DOI":"10.1016\/j.technovation.2005.06.011"},{"key":"jgim.2011100103-50","author":"C.Liang","year":"2008","journal-title":"Winning the world: The new business perspective of Alibaba"},{"key":"jgim.2011100103-51","doi-asserted-by":"publisher","DOI":"10.4018\/jeco.2006040101"},{"key":"jgim.2011100103-52","doi-asserted-by":"publisher","DOI":"10.1002\/smj.4250130505"},{"key":"jgim.2011100103-53","doi-asserted-by":"publisher","DOI":"10.1111\/j.1365-2575.2008.00302.x"},{"key":"jgim.2011100103-54","doi-asserted-by":"publisher","DOI":"10.2307\/249630"},{"issue":"2","key":"jgim.2011100103-55","doi-asserted-by":"crossref","first-page":"283","DOI":"10.2307\/25148636","article-title":"Information technology and organizational performance: An integrative model of IT business value.","volume":"28","author":"N.Melville","year":"2004","journal-title":"Management Information Systems Quarterly"},{"key":"jgim.2011100103-56","author":"M. B.Miles","year":"1994","journal-title":"Qualitative data analysis: An expanded sourcebook"},{"key":"jgim.2011100103-57","doi-asserted-by":"publisher","DOI":"10.1002\/smj.764"},{"key":"jgim.2011100103-58","doi-asserted-by":"publisher","DOI":"10.1111\/j.1540-627X.2007.00230.x"},{"key":"jgim.2011100103-59","doi-asserted-by":"publisher","DOI":"10.1080\/10196780500491402"},{"key":"jgim.2011100103-60","doi-asserted-by":"publisher","DOI":"10.1002\/smj.573"},{"key":"jgim.2011100103-61","doi-asserted-by":"publisher","DOI":"10.1111\/j.1467-8551.2008.00614.x"},{"key":"jgim.2011100103-62","unstructured":"Ou, C. X. J., Davison, R. M., Pavlou, P. A., & Li, M. Y. (2008). Leveraging rich communication tools: Evidence of online trust and Guanxi in China. In Proceedings of the Twenty Ninth International Conference on Information Systems, Paris, France."},{"key":"jgim.2011100103-63","doi-asserted-by":"publisher","DOI":"10.1002\/smj.167"},{"key":"jgim.2011100103-64","doi-asserted-by":"publisher","DOI":"10.1287\/isre.1060.0094"},{"key":"jgim.2011100103-65","doi-asserted-by":"publisher","DOI":"10.1111\/j.1540-5414.2003.02539.x"},{"issue":"1","key":"jgim.2011100103-66","first-page":"22","article-title":"Is the resource based 'view' a useful perspective for strategic management research?","volume":"26","author":"R. L.Priem","year":"2001","journal-title":"Academy of Management Review"},{"key":"jgim.2011100103-67","doi-asserted-by":"publisher","DOI":"10.1002\/smj.366"},{"key":"jgim.2011100103-68","doi-asserted-by":"publisher","DOI":"10.1080\/10196780500083761"},{"key":"jgim.2011100103-69","doi-asserted-by":"publisher","DOI":"10.1007\/s11187-005-1980-1"},{"key":"jgim.2011100103-70","unstructured":"Reynolds, P. D., Camp, S. M., Bygrave, W. D., Autio, E., & Hay, M. (2002). Global entrepreneurship monitor 2001 executive report. Retrieved on from http:\/\/unpan1.un.org\/intradoc\/groups\/public\/documents\/un\/unpan002481.pdf"},{"key":"jgim.2011100103-71","doi-asserted-by":"publisher","DOI":"10.2307\/257052"},{"key":"jgim.2011100103-72","doi-asserted-by":"publisher","DOI":"10.2307\/2393618"},{"key":"jgim.2011100103-73","author":"W.Shanghai","year":"2008","journal-title":"Doing business online: Successful online vendors in Alibaba"},{"key":"jgim.2011100103-74","doi-asserted-by":"publisher","DOI":"10.1108\/14626000710832730"},{"key":"jgim.2011100103-75","doi-asserted-by":"publisher","DOI":"10.1080\/08985620410001677862"},{"key":"jgim.2011100103-76","doi-asserted-by":"publisher","DOI":"10.2753\/MIS0742-1222240102"},{"key":"jgim.2011100103-77","author":"D. J.Storey","year":"1994","journal-title":"Understanding the small business sectors"},{"key":"jgim.2011100103-78","doi-asserted-by":"publisher","DOI":"10.1002\/(SICI)1097-0266(199708)18:7<509::AID-SMJ882>3.0.CO;2-Z"},{"key":"jgim.2011100103-79","doi-asserted-by":"publisher","DOI":"10.2307\/257085"},{"key":"jgim.2011100103-80","doi-asserted-by":"publisher","DOI":"10.1007\/s00191-006-0046-0"},{"key":"jgim.2011100103-81","doi-asserted-by":"crossref","first-page":"271","DOI":"10.1016\/S0065-2601(08)60019-2","article-title":"Toward a hierarchical model of intrinsic and extrinsic motivation","author":"R. J.Vallerand","year":"1997","journal-title":"Advances in experimental social psychology"},{"key":"jgim.2011100103-82","doi-asserted-by":"publisher","DOI":"10.2307\/249753"},{"key":"jgim.2011100103-83","doi-asserted-by":"publisher","DOI":"10.1006\/obhd.1999.2837"},{"issue":"1","key":"jgim.2011100103-84","doi-asserted-by":"crossref","first-page":"107","DOI":"10.2307\/25148626","article-title":"The resource-based view and information systems research: Review, extension, and suggestions for future research.","volume":"28","author":"M.Wade","year":"2004","journal-title":"Management Information Systems Quarterly"},{"key":"jgim.2011100103-85","doi-asserted-by":"crossref","unstructured":"Wagner, J. (2005). Nascent necessity and opportunity entrepreneurs in Germany: Evidence from the regional entrepreneurship monitor (REM). Retrieved from http:\/\/ideas.repec.org\/p\/wpa\/wuwpla\/0506004.html","DOI":"10.2139\/ssrn.731724"},{"key":"jgim.2011100103-86","doi-asserted-by":"publisher","DOI":"10.1016\/j.jbusvent.2005.02.005"},{"key":"jgim.2011100103-87","doi-asserted-by":"publisher","DOI":"10.1111\/j.1540-627X.2004.00116.x"},{"key":"jgim.2011100103-88","doi-asserted-by":"publisher","DOI":"10.1509\/jmkr.45.4.425"},{"key":"jgim.2011100103-89","doi-asserted-by":"publisher","DOI":"10.1002\/smj.360"},{"key":"jgim.2011100103-90","author":"O. E.Williamson","year":"1975","journal-title":"Markets and hierarchies: Analysis and antitrust implications"},{"key":"jgim.2011100103-91","doi-asserted-by":"publisher","DOI":"10.1007\/s11187-005-2000-1"},{"key":"jgim.2011100103-92","doi-asserted-by":"publisher","DOI":"10.2307\/257072"},{"key":"jgim.2011100103-93","author":"M. M.Yang","year":"1994","journal-title":"Gifts, favors, banquets: The art of social relationship in China"},{"key":"jgim.2011100103-94","article-title":"Case study research: Design and methods","volume":"Vol. 5","author":"R. K.Yin","year":"1984","journal-title":"Applied social research methods series"},{"key":"jgim.2011100103-95","doi-asserted-by":"publisher","DOI":"10.1002\/smj.229"},{"key":"jgim.2011100103-96","doi-asserted-by":"publisher","DOI":"10.4018\/jgim.2008070101"},{"issue":"1","key":"jgim.2011100103-97","doi-asserted-by":"crossref","first-page":"167","DOI":"10.1080\/07421222.2004.11045794","article-title":"The complementarity of information technology infrastructure and e-commerce capacity: A resource based assessment of their business value.","volume":"21","author":"K.Zhu","year":"2004","journal-title":"Journal of Management Information Systems"},{"key":"jgim.2011100103-98","doi-asserted-by":"publisher","DOI":"10.1287\/mnsc.1040.0226"},{"key":"jgim.2011100103-99","doi-asserted-by":"publisher","DOI":"10.1016\/j.im.2005.06.006"}],"container-title":["Journal of Global Information Management"],"original-title":[],"language":"ng","link":[{"URL":"https:\/\/www.igi-global.com\/viewtitle.aspx?TitleId=58551","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2022,6,1]],"date-time":"2022-06-01T14:12:03Z","timestamp":1654092723000},"score":1,"resource":{"primary":{"URL":"https:\/\/services.igi-global.com\/resolvedoi\/resolve.aspx?doi=10.4018\/jgim.2011100103"}},"subtitle":["A Motivation \u2013 Capability Framework"],"short-title":[],"issued":{"date-parts":[[2011,10,1]]},"references-count":100,"journal-issue":{"issue":"4","published-print":{"date-parts":[[2011,10]]}},"URL":"https:\/\/doi.org\/10.4018\/jgim.2011100103","relation":{},"ISSN":["1062-7375","1533-7995"],"issn-type":[{"value":"1062-7375","type":"print"},{"value":"1533-7995","type":"electronic"}],"subject":[],"published":{"date-parts":[[2011,10,1]]}}}