This chapter determines the relationships between managerial orientation factors, such as entrepreneurial alertness, learning goal orientation, and digital efficacy, on the adoption and outcomes of digital commerce in Small and Medium-Sized Enterprises (SMEs). A survey of Australian SMEs was conducted, and 109 useable responses were received. The results describe owner/manager views of digital commerce use and business outcomes such as growth and efficiency resulting from adoption. Hierarchical regression analysis reveals that managerial orientations related to entrepreneurial alertness scanning and search as well as learning goal-orientation predict growth outcomes resulting from using digital commerce. Being able to see connections, make associations, and search for new opportunities is significantly related to efficiency stemming from digital commerce adoption. The findings contribute to the knowledge of digital commerce adoption, its outcomes, and how these relate to managerial orientations of entrepreneurial alertness, learning, and digital efficacy.
International Business Strategy and Entrepreneurship: An Information Technology Perspective / Patricia Ordóñez de Pablos (ed): Chapter 12, pp.185-201