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Entrepreneurial orientation, online credibility, and online performance: Evidence from SMEs in a B2B electronic market in China

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  • Kai Li
  • Xiaowen Wang
  • Timon C. Du

Abstract

Entrepreneurial orientation (EO) is a major strategy for small and medium enterprises (SMEs). Prior studies have focused mainly on the EO-performance relationship in the traditional market. This article investigates the EO of online SMEs using a panel of secondary data for 149 SMEs from Alibaba.com over a three-month period. The results suggest that proactiveness and competitive aggressiveness have significant effects on online performance for SMEs in the business-to-business (B2B) electronic market. Online credibility plays an important role when SMEs adopt a strategy of proactiveness in the electronic market, but does not enhance the effectiveness of competitive aggressiveness. These findings offer managerial implications for online SMEs and suggestions for future research.

Suggested Citation

  • Kai Li & Xiaowen Wang & Timon C. Du, 2022. "Entrepreneurial orientation, online credibility, and online performance: Evidence from SMEs in a B2B electronic market in China," Journal of Small Business Management, Taylor & Francis Journals, vol. 60(1), pages 93-118, January.
    • Handle: RePEc:taf:ujbmxx:v:60:y:2022:i:1:p:93-118
    DOI: 10.1080/00472778.2019.1695495
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    Cited by:

    1. Liao, Miyan & Fang, Jiaming & Han, Lintong & Wen, Ling & Zheng, Qiqi & Xia, Guoen, 2023. "Boosting eCommerce sales with livestreaming in B2B marketplace: A perspective on live streamers’ competencies," Journal of Business Research, Elsevier, vol. 167(C).
    2. Muhammad Ishtiaq Ishaq & Huma Sarwar & Junaid Aftab & Simona Franzoni & Ali Raza, 2024. "Accomplishing sustainable performance through leaders' competencies, green entrepreneurial orientation, and innovation in an emerging economy: Moderating role of institutional support," Business Strategy and the Environment, Wiley Blackwell, vol. 33(2), pages 1515-1532, February.

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