The Seller’s Lens on B2B E-Marketplace: Integrating Information Systems Success Model

Extensive attention to buyers’ perspectives in e-commerce research fails to acknowledge that sellers are equally vital to an e-marketplace functioning as buyers are. Realizing the same, the study empirically investigates sellers’ perspectives in the B2B e-marketplace by analyzing the relationships between various information systems success dimensions adopted from DeLone and McLean’s Information Systems Success Model and perceived value. The study employs structural equation modelling using AMOS to analyze the data obtained from 206 sellers listed and conducting business in B2B e-marketplaces in India. The results highlight the role of all three quality dimensions in driving seller satisfaction and perceived value and then proceed to emphasize the importance of perceived value in driving continuous usage. It also unveils that satisfaction alone may not lead to continuance intention among sellers, which is incongruous with what prior research has endorsed over time. These findings offer a new breadth of view to the prevailing body of literature and present managerial insights. Additionally, it underscores the need to explore the sellers’ side in e-marketplaces, which has been overlooked in previous research despite their relevance in and bearing on the e-marketplace’s functioning.