article

Platform-based function repertoire, reputation, and sales performance of e-marketplace sellers

Authors:

Youwei WangAuthors Info & Claims

MIS Quarterly, Volume 43, Issue 1

Pages 207 - 236

https://doi.org/10.25300/MISQ/2019/14201

Published: 01 March 2019 Publication History

Abstract

In today's emerging and competitive e-marketplaces, sellers must take competitive action to improve their sales performance. E-marketplace platform operators offer sellers a portfolio of platform-based functions that are intended to enhance competitiveness. However, little is known about how these platform-based functions can be used at the repertoire level to improve the sales performance of e-marketplace sellers. Extending the competitive repertoire theory to the e-marketplace context and integrating it with the e-commerce literature on reputation, we posit that a seller could improve sales performance by using these functions as a repertoire, featuring such structural characteristics as large volume, high complexity, and heterogeneity. We also posit that the performance impact of this repertoire approach to function use varies depending on seller reputation, manifested as customer rating. We empirically examined the hypotheses with a unique longitudinal dataset consisting of 43,992 seller-week observations from Taobao, one of the largest e-marketplaces in the world. Our analyses yield a set of interesting findings that unveil more nuanced theoretical relationships between different structural characteristics of the platform-based function repertoire and sales performance under different levels of seller reputation. We elaborate on how these findings contribute to the e-marketplace literature in the information systems field and the competitive action research in the strategy field. We also discuss implications for practice and make suggestions for future work.

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Zhang ZJiang HShao TShao Q(2023)Understanding the selection of intelligent engineering B2B platform in China through the fuzzy DANP and TOPSIS techniquesApplied Soft Computing10.1016/j.asoc.2023.110277141:COnline publication date: 1-Jul-2023
https://dl.acm.org/doi/10.1016/j.asoc.2023.110277
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Information & Contributors

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Published In

cover image MIS Quarterly

MIS Quarterly Volume 43, Issue 1

March 2019

665 pages

ISSN:0276-7783

Editors:
Arun Rai
Georgia State University
,
Panos Constantinides
Warwick Business School
,
Saonee Sarker
University of Virginia

Issue’s Table of Contents

Publisher

Society for Information Management and The Management Information Systems Research Center

United States

Publication History

Published: 01 March 2019

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Cited By

Yoo DRoh JCho SYang M(2024)Coopetition in a platform ecosystem: from the complementors’ perspectiveElectronic Commerce Research10.1007/s10660-022-09565-524:3(1509-1532)Online publication date: 1-Sep-2024
https://dl.acm.org/doi/10.1007/s10660-022-09565-5
Li LXu SNing YLiu YYang S(2023)How should companies deploy their digital supply chain platforms to gain competitive advantages? An asset orchestration perspectiveInformation and Management10.1016/j.im.2023.10384260:6Online publication date: 1-Sep-2023
https://dl.acm.org/doi/10.1016/j.im.2023.103842
Zhang ZJiang HShao TShao Q(2023)Understanding the selection of intelligent engineering B2B platform in China through the fuzzy DANP and TOPSIS techniquesApplied Soft Computing10.1016/j.asoc.2023.110277141:COnline publication date: 1-Jul-2023
https://dl.acm.org/doi/10.1016/j.asoc.2023.110277
Lages LCatarino NGomes EToh PReis-Marques CMohr MBorde SAsgari OFigueiredo RGrosso NPerez DPonte ALopes Teixeira SVan Der Schalie RFantin DVan Brusselen JTaravat ASchmidt G(2023)Solutions for the commercialization challenges of Horizon Europe and earth observation consortia: co-creation, innovation, decision-making, tech-transfer, and sustainability actionsElectronic Commerce Research10.1007/s10660-023-09675-823:3(1621-1663)Online publication date: 6-Mar-2023
https://dl.acm.org/doi/10.1007/s10660-023-09675-8
Poniatowski MLüttenberg HBeverungen DKundisch D(2022)Three layers of abstraction: a conceptual framework for theorizing digital multi-sided platformsInformation Systems and e-Business Management10.1007/s10257-021-00513-820:2(257-283)Online publication date: 1-Jun-2022
https://dl.acm.org/doi/10.1007/s10257-021-00513-8
Huang NMojumder PSun TLv JGolden J(2021)Not Registered? Please Sign Up FirstInformation Systems Research10.1287/isre.2021.099932:3(914-931)Online publication date: 1-Sep-2021
https://dl.acm.org/doi/10.1287/isre.2021.0999
Rong ZWang QWu J(2021)Online channel expansion strategyInformation and Management10.1016/j.im.2021.10352358:7Online publication date: 1-Nov-2021
https://dl.acm.org/doi/10.1016/j.im.2021.103523

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