LOGIN TO YOUR ACCOUNT

Username
Password
Remember Me
Or use your Academic/Social account:

CREATE AN ACCOUNT

Or use your Academic/Social account:

Congratulations!

You have just completed your registration at OpenAire.

Before you can login to the site, you will need to activate your account. An e-mail will be sent to you with the proper instructions.

Important!

Please note that this site is currently undergoing Beta testing.
Any new content you create is not guaranteed to be present to the final version of the site upon release.

Thank you for your patience,
OpenAire Dev Team.

Close This Message

CREATE AN ACCOUNT

Name:
Username:
Password:
Verify Password:
E-mail:
Verify E-mail:
*All Fields Are Required.
Please Verify You Are Human:
fbtwitterlinkedinvimeoflicker grey 14rssslideshare1
Lanzolla, G.; Frankort, H. T. W. (2015)
Publisher: Academy of Management
Languages: English
Types: Article
Subjects: HD28

Classified by OpenAIRE into

ACM Ref: ComputingMilieux_COMPUTERSANDSOCIETY, TheoryofComputation_GENERAL
This article extends the understanding of what impels buyers to contact particular sellers in online business-to-business (B2B) marketplaces, which are typically characterized by sparse social structures and concomitant limitations in observing social cues. Integrating an institutional perspective with signaling theory, our core argument is that offline seller characteristics that are visible online—in particular, geographic location and legal status—convey credible signals of seller behavior because they provide buyers with information on sellers’ local institutional quality and the institutionally induced obligations and controls acting on sellers. Using unique data from a large Italian online B2B marketplace between the fourth quarter of 1999 and July 2001, we find that both sellers’ local institutional quality and their legal statuses affect a buyer’s likelihood of contacting a seller. Moreover, consistent with the idea that a buyer’s own local institutional quality generates a relevant reference point against which sellers are evaluated, we find that a buyer is progressively more likely to contact sellers the higher their local institutional quality relative to the buyer. Jointly, our findings imply that in online B2B marketplaces, signals conveyed by sellers’geographic locations and legal statuses may be substantive sources of competitive heterogeneity and market segmentation.
  • The results below are discovered through our pilot algorithms. Let us know how we are doing!

    • Ahuja, G., Soda, G., & Zaheer, A. 2012. The genesis and dynamics of organizational networks. Organization Science, 23: 434-448.
    • Alexander, C. N. Jr. 1972. Status perceptions. American Sociological Review, 37: 767-773.
    • Alibaba 2014. What is Gold Supplier? Are Gold Suppliers trustworthy? http://www.alibaba.com/help/safety_security/class/buying/find_supplier/006.html.
    • Balboa, M. & Martí, J. 2007. Factors that determine the reputation of private equity managers in developing markets. Journal of Business Venturing, 22: 453-480.
    • Barney, J. B. & Hansen, M. H. 1994. Trustworthiness as a source of competitive advantage. Strategic Management Journal, 15: 175-190.
    • Black, D. 1983. Crime as social control. American Sociological Review, 48: 34-45.
    • Briquet, J.-L. & Favarel-Garrigues, G. 2010. Organized crime and states: The hidden face of politics. New York, NY: Palgrave Macmillan.
    • Brüderl, J., Preisendörfer, P., & Ziegler, R. 1992. Survival chances of newly founded business organizations. American Sociological Review, 57: 227-242.
    • Bürker, M. & Minerva, G. A. 2014. Civil capital and the size distribution of plants: Short-run dynamics and long-run equilibrium. Journal of Economic Geography, 14: 797-847.
    • Calderoni, F. 2011. Where is the mafia in Italy? Measuring the presence of the mafia across Italian provinces. Global Crime, 12: 41-69.
    • Cameron, A. C., Gelbach, J. B., & Miller, D. L. 2011. Robust inference with multi-way clustering. Journal of Business and Economic Statistics, 29: 238-249.
    • Cameron, A. C. & Miller, D. L. 2010. Robust inference with clustered data. In A. Ullah & D. E. A. Giles (Eds.), Handbook of Empirical Economics and Finance, pp. 1-28. Boca Raton, FL: Taylor & Francis Group.
    • Capozza, D., Bonaldo, E., & Di Maggio, A. 1982. Problems of identity and social conflict: Research on ethnic groups in Italy. In H. Tajfel (Ed.), Social Identity and Intergroup Relations, pp. 299-234. Cambridge, UK: Cambridge University Press.
    • Chemin, M. 2012. Does court speed shape economic activity? Evidence from a court reform in India. Journal of Law, Economics, & Organization, 28: 460-485.
    • Chung, S., Singh, H., & Lee, K. 2000. Complementarity, status similarity and social capital as drivers of alliance formation. Strategic Management Journal, 21: 1-22.
    • Connelly, B. L., Certo, S. T., Ireland, R. D., & Reutzel, C. R. 2011. Signaling theory: A review and assessment. Journal of Management, 37: 39-67.
    • Daniele, V. & Marani, U. 2011. Organized crime, the quality of local institutions and FDI in Italy: A panel data analysis. European Journal of Political Economy, 27: 132-142.
    • de Blasio, G. & Nuzzo, G. 2009. Historical traditions of civicness and local economic development. Journal of Regional Science, 50: 833-857.
    • Delgado, M., Porter, M. E., & Stern, S. 2010. Clusters and entrepreneurship. Journal of Regional Science, 10: 495-518.
    • Dellarocas, C. 2003. The digitization of word-of-mouth: Promise and challenges of online feedback mechanisms. Management Science, 49: 1407-1424.
    • De Soto, C. B. & Bosley, J. J. 1962. The cognitive structure of a social structure. Journal of Abnormal and Social Psychology, 64: 303-307.
    • Djankov, S., La Porta, R., Lopez-de-Silanes, F., & Shleifer, A. 2003. Courts. Quarterly Journal of Economics, 118: 453-517.
    • Doornik, K. 2010. Incentive contracts with enforcement costs. Journal of Law, Economics, & Organization, 26: 115-143.
    • Dunford, M. & Greco, L. 2006. After the three Italies: Wealth, inequality and industrial change. Malden, MA: Blackwell Publishing.
    • Frye, T. 2002. Private protection in Russia and Poland. American Journal of Political Science, 46: 572-584.
    • Gambetta, D. 1993. The Sicilian Mafia: The business of private protection. Cambridge, MA: Harvard University Press.
    • Gefen, D. & Carmel, E. 2008. Is the world really flat? A look at offshoring at an online programming marketplace. MIS Quarterly, 32: 367-384.
    • Gensch, D. H. 1987. A two-stage disaggregate attribute choice model. Marketing Science, 6: 223-239.
    • Gerrieri, P. & Iammarino, S. 2006. The rise of 'many Mezzogiorni': An empirical assessment of the internal differentiation of Italian southern regions. European Urban and Regional Studies, 13: 167-178.
    • Golden, M. A. & Picci, L. 2005. Proposal for a new measure of corruption, illustrated with Italian data. Economics & Politics, 17: 37-75.
    • Greene, W. H. 2003. Econometric analysis (5th Edition). Upper Saddle River, NJ: Pearson Education, Inc.
    • Gulati, R. & Gargiulo, M. 1999. Where do interorganizational networks come from? American Journal of Sociology, 104: 1439-1493.
    • Hallen, B. L. 2008. The causes and consequences of the initial network positions of new organizations: From whom do entrepreneurs receive investments? Administrative Science Quarterly, 53: 685-718.
    • Hannigan, B. 2012. Company law (3rd Edition). Oxford, UK: Oxford University Press.
    • Hay, J. R. & Shleifer, A. 1998. Private enforcement of public laws: A theory of legal reform. American Economic Review Papers and Proceedings, 88: 398-403.
    • Heckman, J. J. & Borjas, G. J. 1980. Does unemployment cause future unemployment? Definitions, questions and answers from a continuous time model of heterogeneity and state dependence. Economica, 47: 247-283.
    • Hegde, D. & Tumlinson, J. 2014. Does social proximity enhance business partnerships? Theory and evidence from ethnicity's role in U.S. venture capital. Management Science, 60: 2355-2380.
    • Helliwell, J. F. & Verdier, G. 2001. Measuring internal trade distances: A new method applied to estimate provincial border effects in Canada. Canadian Journal of Economics, 34: 1024- 1041.
    • Helson, H. 1948. Adaptation-level as a basis for a quantitative theory of reference frames. The Psychological Review, 55: 297-313.
    • ISTAT 2001. Industrial Districts by Primary Industry, Region and Geographical Distribution. http://dwcis.istat.it/cis/index.htm.
    • ISTAT 2014a. Territorial Information System on Justice. http://giustiziaincifre.istat.it.
    • ISTAT 2014b. Territorial Indicators: National Accounts. http://sitis.istat.it.
    • Jappelli, T., Pagano, M., & Bianco, M. 2005. Courts and banks: Effects of judicial enforcement on credit markets. Journal of Money, Credit, and Banking, 37: 223-244.
    • Jensen, M. & Roy, A. 2008. Staging exchange partner choices: When do status and reputation matter? Academy of Management Journal, 51: 495-516.
    • Johnson, S., McMillan, J., & Woodruff, C. 2002. Courts and relational contracts. Journal of Law, Economics, & Organization, 18: 221-277.
    • Kahneman, D. & Tversky, A. 1984. Choices, values, and frames. American Psychologist, 39: 341-350.
    • Kennedy, P. 2003. A guide to econometrics (5th Edition). Cambridge, MA: The MIT Press.
    • Kenny, D. A., Kashy, D. A., & Cook, W. L. 2006. Dyadic data analysis. New York: The Guildford Press.
    • Kim, H. & Jensen, M. 2014. Audience heterogeneity and the effectiveness of market signals: How to overcome liabilities of foreignness in film exports? Academy of Management Journal, 57: 1360-1384.
    • King, G. & Zeng, L. 2001. Logistic regression in rare events data. Political Analysis, 9: 137-163.
    • Kleinbaum, A. M., Stuart, T. E., & Tushman, M. L. 2013. Discretion within constraint: Homophily and structure in a formal organization. Organization Science, 24: 1316-1336.
    • Laband, D. N. 1986. Advertising as information: An empirical note. The Review of Economics and Statistics, 68: 517-521.
    • Laeven, L. & Woodruff, C. 2007. The quality of the legal system, firm ownership, and firm size. The Review of Economics and Statistics, 89: 601-614.
    • Lee, K. C., Kang, I., & McKnight, D. H. 2007. Transfer from offline trust to key online perceptions: An empirical study. IEEE Transactions on Engineering Management, 54: 729-741.
    • Leonardi, R. 1995. Regional development in Italy: Social capital and the Mezzogiorno. Oxford Review of Economic Policy, 11: 165-179.
    • Lincoln, J. R. 1984. Analyzing relations in dyads: Problems, models, and an application to interorganizational research. Sociological Methods & Research, 13: 45-76.
    • Lindenberg, S. 1977. The direction of ordering and its relation to social phenomena. Zeitschrift für Soziologie, 6: 203-221.
    • Mahadevan, B. 2003. Making sense of emerging market structures in B2B e-commerce. California Management Review, 46: 86-100.
    • Marshall, A. 2006 [1919]. Industry and trade - Volume I. New York, NY: Cosimo, Inc.
    • Mata, J. & Portugal, P. 2002. The survival of new domestic and foreign-owned firms. Strategic Management Journal, 23: 323-343.
    • Mauro, P. 1995. Corruption and growth. Quarterly Journal of Economics, 110: 681-712.
    • McKnight, D. H., Cummings, L. L., & Chervany, N. L. 1998. Initial trust formation in new organizational relationships. Academy of Management Review, 23: 473-490.
    • Milhaupt, C. J. & West, M. D. 2000. The dark side of private ordering: An institutional and empirical analysis of organized crime. The University of Chicago Law Review, 67: 41- 98.
    • Moretti, L. 2014. Local financial development, socio-institutional environment, and firm productivity: Evidence from Italy. European Journal of Political Economy, 35: 38-51.
    • Negro, G., Hannan, M. T., & Fassiotto, M. 2014. Category signaling and reputation. Organization Science, forthcoming.
    • North, D. C. 1984. Transaction costs, institutions, and economic history. Journal of Institutional and Theoretical Economics, 140: 7-17.
    • North, D. C. 1990. Institutions, institutional change and economic performance. Cambridge, UK: Cambridge University Press.
    • Oxley, J. E. 1999. Institutional environment and the mechanisms of governance: The impact of intellectual property protection on the structure of inter-firm alliances. Journal of Economic Behavior & Organization, 38: 283-309.
    • Ozmel, U., Reuer, J. J., & Gulati, R. 2013. Signals across multiple networks: How venture capital and alliance networks affect interorganizational collaboration. Academy of Management Journal, 56: 852-866.
    • Pavlou, P. A. & Gefen, D. 2004. Building effective online marketplaces with institution-based trust. Information Systems Research, 15: 37-59.
    • Peri, G. 2004. Socio-cultural variables and economic success: Evidence from Italian provinces 1951-1991. Topics in Macroeconomics, 4: No. 1, Article 12.
    • Plummer, L. A., Allison, T. H., & Connelly, B. L. 2015. Better together? Signaling interactions in new venture pursuit of initial external capital. Academy of Management Journal, forthcoming.
    • Podolny, J. M. 1994. Market uncertainty and the social character of economic exchange. Administrative Science Quarterly, 39: 458-483.
    • Porter, M. E. 2001. Strategy and the internet. Harvard Business Review, 79: 62-78.
    • Pouder, R. & St. John, C. H. 1996. Hot spots and blind spots: Geographical clusters of firms and innovation. Academy of Management Review, 21: 1192-1225.
    • Putnam, R. D. 1993. Making democracy work: Civic traditions in modern Italy. Princeton, NJ: Princeton University Press.
    • Puto, C. P. 1987. The framing of buying decisions. Journal of Consumer Research, 3: 301-315.
    • Qualls, W. J. & Puto, C. P. 1989. Organizational climate and decision framing: An integrated approach to analyzing industrial buying decisions. Journal of Marketing Research, 26: 179-192.
    • Rangan, S. 2000. The problem of search and deliberation in economic action: When social networks really matter. Academy of Management Review, 25: 813-828.
    • Rider, C. I. 2009. Constraints on the control benefits of brokerage: A study of placement agents in U.S. venture capital fundraising. Administrative Science Quarterly, 54: 575-601.
    • Rider, C. I. 2012. How employees' prior affiliations constrain organizational network change: A study of U.S. venture capital and private equity. Administrative Science Quarterly, 57: 453-483.
    • Roëll, A. 1996. The decision to go public: An overview. European Economic Review, 40: 1071- 1081.
    • Rosenkopf, L., Metiu, A., & George, V. P. 2001. From the bottom up? Technical committee activity and alliance formation. Administrative Science Quarterly, 46: 748-772.
    • Sanders, WM. G. & Boivie, S. 2004. Sorting things out: Valuation of new firms in uncertain markets. Strategic Management Journal, 25: 176-186.
    • Sforzi, F. 2009. The empirical evidence of industrial districts in Italy. In G. Becattini, M. Bellandi, & L. De Propris (Eds.), A Handbook of Industrial Districts, pp. 327-342. Cheltenham, UK: Edward Elgar.
    • Shapiro, S. P. 1987. The social control of impersonal trust. American Journal of Sociology, 93: 623-658.
    • Shleifer, A. & Vishny, R. W. 1993. Corruption. Quarterly Journal of Economics, 108: 599-617.
    • Smith, M. D. & Brynjolfsson, E. 2001. Consumer decision-making at an internet shopbot: Brand still matters. Journal of Industrial Economics, 49: 541-558.
    • Sorenson, O. & Stuart, T. E. 2001. Syndication networks and the spatial distribution of venture capital investments. American Journal of Sociology, 106: 1546-1588.
    • Spence, A. M. 1974. Market signaling: Informational transfer in hiring and related screening processes. Cambridge, MA: Harvard University Press.
    • Steinfield, C. 2004. Explaining the underutilization of business-to-business e-commerce in geographically defined business clusters: The role of social capital. In M. Huysman & V. Wulf (Eds.), Social Capital and Information Technology, pp. 209-229. Cambridge, MA: The MIT Press.
    • Stiglitz, J. E. 2000. The contributions of the economics of information to twentieth century economics. Quarterly Journal of Economics, 115: 1441-1478.
    • Storey, D. J. 1994. The role of legal status in influencing bank financing and new firm growth. Applied Economics, 26: 129-136.
    • Stuart, T. E., Hoang, H., & Hybels, R. C. 1999. Interorganizational endorsements and the performance of entrepreneurial ventures. Administrative Science Quarterly, 44: 315-349.
    • Tabellini, G. 2010. Culture and institutions: Economic development in the regions of Europe. Journal of the European Economic Association, 8: 677-716.
    • Tanzi, V. 1995. Corruption: Arm's length relationships and markets. In G. Fiorentini & S. Peltzman (Eds.), The Economics of Organised Crime, pp. 161-180. Cambridge, UK: Cambridge University Press.
    • Thaler, R. 1985. Mental accounting and consumer choice. Marketing Science, 4: 199-214.
    • Thibaut, J. W. & Kelley, H. H. 2009. The social psychology of groups (5th Edition). New Brunswick, NJ: Transaction Publishers.
    • Tomz, M., King, G., & Zeng, L. 2003. ReLogit: Rare events logistic regression. Journal of Statistical Software, 8, http://gking.harvard.edu/relogit.
    • Tversky, A. & Kahneman, D. 1981. The framing of decisions and the psychology of choice. Science, 211: 453-458.
    • Varese, F. 2001. The Russian Mafia: Private protection in a new market economy. Oxford, UK: Oxford University Press.
    • Wegener, B. 1992. Concepts and measurement of prestige. Annual Review of Sociology, 18: 253-280.
    • Wennberg, K., Wiklund, J., DeTienne, D. R., & Cardon, M. S. 2010. Reconceptualizing entrepreneurial exit: Divergent exit routes and their drivers. Journal of Business Venturing, 25: 361-375.
    • Wolf, H. C. 2000. Intranational home bias in trade. The Review of Economics and Statistics, 82: 555-563.
    • Yu, S., Beugelsdijk, S., & de Haan, J. 2015. Trust, trade and the rule of law. European Journal of Political Economy, 37: 102-115.
    • Zucker, L. G. 1986. Production of trust: Institutional sources of economic structure, 1840-1920. In B. M Staw & L. L. Cummings (Eds.), Research in Organizational Behavior, Vol. 8, pp. 53-111. Greenwich, CT: JAI Press Inc.
    • Page 53 of 53
  • No related research data.
  • No similar publications.

Share - Bookmark

Download from

Cite this article