Description

A set of new, multi-item measures are operationalized. The authors define and measure the salient infrastructural competencies – termed business-to-business seller competence (B2B-SC) – associated with the seller-side of Internet-enabled commerce. They find that the conceptual domain of B2B-SC comprises seven theoretically important dimensions: (1) technical skills, (2) change disposition, (3) conflict management, (4) market acuity, (5) coordinated logistics, (6) knowledge channels, and (7) fluid partnering.

Definition

Change disposition competence is defined as a general readiness for organizational change, or the willingness of the seller’s employees to alter operations in support of the business.

Items

• Middle managers thrive in pivotal change roles. (0.72)
• Managers are generally supportive of change. (0.64)
• It is easy to implement new practices and initiatives. (0.70)

Source

• Rosenzweig/Roth (2007): B2B seller competence: Construct development and measurement using a supply chain strategy lens. Journal of Operations Management, Vol. 25, No. 6, pp. 1311-1331.

Comments

Much efforts have been made by the authors in order to ensure that the new scales exhibit sufficient psychometric properties, which make them quite useful. However, the average variance extracted is too low.