Effects of relationalism and readiness on EDI collaboration and outcomes

Though the popular business press and many EDI industry practitioners have repeatedly heralded the explosive growth of EDI, the diffusion of this technology has never reached predicted levels. Seeks to fill this gap in the EDI literature by investigating how two variables (relational norms and readiness to do EDI) affect the EDI initiating firm’s implementation strategy and how these variables and strategy affect EDI performance. Develops testable hypotheses. Indicates the measures constructed to test the hypotheses empirically in a sample survey of EDI‐knowledgeable informants. Shows that when greater relationalism is present between the firms more collaborative (i.e. supportive) implementation strategies are used. Suggests that collaborative strategies and readiness to do EDI lead to better outcomes. Discusses the managerial implications of these findings and future research opportunities.