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Digitalization of the buyer-seller relationship in the steel industry

Salo, Jari; Tan, Teck Ming; Makkonen, Hannu (2020-12-22)

 
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Artikkeli (3.247Mb)
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URI
https://doi.org/10.1108/JBIM-03-2020-0141

Salo, Jari
Tan, Teck Ming
Makkonen, Hannu
Emerald
22.12.2020
doi:10.1108/JBIM-03-2020-0141
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi-fe202101272971

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vertaisarvioitu
©2020 Emerald Publishing Limited. This manuscript version is made available under the Creative Commons Attribution–NonCommercial 4.0 International (CC BY–NC 4.0) license, https://creativecommons.org/licenses/by-nc/4.0/
Tiivistelmä
Purpose
The purpose of this research is to cast light on the nature of the digitalization process that occurs when digital technologies are adopted in buyer–seller relationships.
Design/methodology/approach
The study features a case study from the steel processing industry.
Findings
The present research builds on and extends the interaction approach to the context of buyer–seller relationship digitalization process. The study explicates the interrelated elements of digital infrastructure, digital communication, and degree of digitalization of the buyer-seller relationship.
Research limitations/implications
The study aims at theoretical generalization and thus produces conceptual understanding that is to some extent applicable to various contexts. The generalization of the empirical insights to other process-focused industries is to some extent possible. However, further research in versatile empirical contexts is needed to validate the results.
Practical implications
For managers, the study presents a success case of digital technologies use for improving a buyer–seller relationship.
Originality/value
The originality of the present research is in the way it depicts how a buyer–seller relationship is gradually digitalized in successive digital technology adoptions, that is, a virtuous cycle of digitalization, that creates and alters the digital infrastructure and digital communication processes between the buyer and the seller resulting in different outcomes (degrees of digitalization in the buyer–seller relationship).
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