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Article
Buyers Apping? Determinants of Current and Future Use of Sellers‘ Business-to-Business Mobile Apps
Industrial Marketing Management
  • Anand Jeyaraj, Wright State University - Main Campus
  • Kunal Swani, Wright State University - Main Campus
Document Type
Article
Publication Date
11-1-2022
Abstract

The success of sellers' business-to-business (B2B) mobile applications (apps) hinges on buyers' continued use in their purchasing process. Such engagement with a seller's app is critical as it can add to the seller's bottom line. Building on an integrated model (task–technology fit [TTF], user satisfaction and self-efficacy), this research explores job- and individual-related factors that may influence buyers' current and future use of B2B mobile apps. Responses from 193 executive B2B buyers indicate that TTF directly influences future use while user satisfaction and self-efficacy directly influence current use of B2B mobile apps. Furthermore, current use of B2B mobile apps fully mediates the paths from user satisfaction and self-efficacy to future use. Only technology characteristics affect TTF. These findings provide insights into current and future use of B2B mobile apps for theory and practice.

DOI
10.1016/j.indmarman.2022.10.011
Citation Information
Anand Jeyaraj and Kunal Swani. "Buyers Apping? Determinants of Current and Future Use of Sellers‘ Business-to-Business Mobile Apps" Industrial Marketing Management (2022) p. 276 - 286 ISSN: 0019-8501
Available at: http://works.bepress.com/anand-jeyaraj/4/