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

Kai Li, Xiaowen Wang and Timon C. Du

Journal of Small Business Management, 2022, vol. 60, issue 1, 93-118

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.

Date: 2022
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DOI: 10.1080/00472778.2019.1695495

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