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1、AdoptionCorrelatesandShareEffectsofElectronicDataInterchangeSystemsinMarketingChannelsAuthor(s):RamonO'Callaghan,PatrickJ.KaufmannandBennR.KonsynskiSource:JournalofMarketing,Vol.56,No.2(Apr.,1992),pp.45-56Publishedby:AmericanMarketingAssociationStableURL:http://www.js
2、tor.org/stable/1252041.Accessed:23/05/201323:39YouruseoftheJSTORarchiveindicatesyouracceptanceoftheTerms&ConditionsofUse,availableat.http://www.jstor.org/page/info/about/policies/terms.jsp.JSTORisanot-for-profitservicethathelpsscholars,researchers,andstudentsdiscover,
3、use,andbuilduponawiderangeofcontentinatrusteddigitalarchive.Weuseinformationtechnologyandtoolstoincreaseproductivityandfacilitatenewformsofscholarship.FormoreinformationaboutJSTOR,pleasecontactsupport@jstor.org..AmericanMarketingAssociationiscollaboratingwithJSTORtodi
4、gitize,preserveandextendaccesstoJournalofMarketing.http://www.jstor.orgThiscontentdownloadedfrom128.250.144.144onThu,23May201323:39:04PMAllusesubjecttoJSTORTermsandConditionsRamonO'Callaghan,PatrickJ.Kaufmann,&BennR.KonsynskiAdoptionCorrelatesandShareEffectsofElectron
5、icDataInterchangeSystemsinMarketingChannelsTheestablishmentofelectronicinformationinterchangelinkagesbetweenchannelmembersofferssig-nificantpotentialforthetransformationoftheirrelationship,withsignificantbenefitsforallparticipants.Theauthorsexaminetheadoptionofapartic
6、ularformofelectronicdatainterchange(EDI),thecomputer-basedinterfaceofferingsbyinsurancecarrierstotheirindependentagentcommunities.Thestudyad-dressesadoptionconsiderationsandpostadoptioneffects.Implicationsforsystemdesignarediscussed.INTERORGANIZATIONALsystemsemploying
7、in-"source")firm(Frazier1983).Whenotherchannelformationtechnologymaybethemostimportantmembers(or"target"firms)areofferedtheopportu-technologicalbreakthroughinchannelsofdistributionnitytoestablishanelectroniclinkagewiththesourcesinceairtransport.Notonlyisitlikelythatsu
8、chsys-firm,theyarefacedwiththedifficultdecisionoftemswillradicallyalterthecompetitivelandscapeofwhethertoadoptaninnovative,c
