How Individual Technology Propensities and Organizational Culture Influence B2B Customer’s Behavioral Intention to Use Digital Services at Work?

Abstract

This study examines how individuals’ technology readiness in conjunction with organizational culture impacts on B2B customers’ behavioral intention toward using digital services in their procurement processes. We test our hypotheses with 755 B2B customers of a large Finnish supplier of furniture and interior solutions. We find that the propensity of individuals towards the use of technology, measured by the technology readiness of the buyers, has a significant effect on the behavioral intention toward using digital services at work. In addition, the customer organization’s strategic emphasis – cost containment and revenue enhancement – have significant effects, while coping resources – task control and organizational support – do not affect the buyers’ behavioral intention to use digital services in their procurement processes. \ \