The Empirical Tactics Of E-commerce To Enhance Sales A Case Of Mobile Telecommunication Tanzania

There has been little research to date examining the in-depth process by whichtelecommunication firms adopt business-to-business (B2B) electronic commerce or criticalfactors that may influence the value those firms gain from e-commerce. This paper addressesthese gaps by examining the factors affecting telecommunication firms’ engagement in B2Be-commerce and the benefits they achieve through that engagement. The study identifies keyorganizational and institutional factors that influence telecommunication firms’ adoption ofB2B e-commerce. Results show that telecommunication firms can realize the benefits of B2Be-commerce by incorporating the technology within their internal business processes and byusing the technology externally with partners in the same trading community. The results alsoindicate that telecommunication firms’ engagement in B2B e-commerce is significantlyinfluenced by institutional factors. Building on the existing literature, this study shows howresource-based theory and Expectancy Disconfirmation theory can provide a solidtheoretical backbone for practitioners, researchers, and policy makers in exploring B2Be-commerce adoption by telecommunication firms.