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Paper info: The Internet of Things: Chance or Challenge in International Business Networks?


The Internet of Things: Chance or Challenge in International Business Networks?


Christine Falkenreck and Ralf Wagner

Place of Publication

The paper was published at the 32nd IMP-conference in Cape Town in 2016.


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Internet of Things (IoT) technologies transform production and services sectors. Our study addresses three questions: (1) How does IoT impact international buyer IoT usefulness perceptions, (2) can perceived usefulness be improved by Commitment-Trust Theory and technology acceptance models, (3) are there regional differences towards IoT’s perceived usefulness? With qualitative and quantitative research, this study identifies three relationship drivers crucial to willingness to adopt IoT. We propose and empirically test a conceptual model of antecedents and consequences of trust in buyer-manufacturer networks focusing on IoT credibility. Our data enhance the findings of Medlin (2004), claiming that relationship bonds are susceptible to change from economic, social, and relational impact factors by integrating technical impact factors as drivers of relationship bonds. In IoT acceptance Asian guanxi -relationships and connections- is the driver and basis of business behavior. In Western Europe and Asia, trust in manufacturer data safety and data transfer is a key enabler for IoT projects. The IoT changes purchaser-manufacturer relationships — a manufacturer’s IoT credibility, promulgated by honest and open communications, helps to maintain trust in relationships and networks