An investigation into the factors influencing the adoption of B2B

trading exchanges in Small Jewellery businesses in India

Management Research Project -II proposal
Submitted
In the partial fulfillment of the Degree of Master of Business Administration
Semester-IV
By
Maunish A Modi

13044311039

Parth J Patel

13044311096

Hitesh D Gelot

13044311026

Bhaumik V Khamar

13044311033

Jalamsingh G Panwar

13044311047

Mahesh J Goyal

13044311028

Under the Guidance of:

Prof. (Dr.) Mahendra Sharma
Prof. & Head,
V. M. Patel Institute of Management.
&
Jayesh D. Patel
Assistant Professor,
V. M. Patel Institute of Management.
Dipesh Dasani
Assistant Professor,
V. M. Patel Institute of Management.
Submitted To:
V. M. Patel Institute of Management,
Ganpat University,
Kherva.

January 30, 2015

1. Introduction of the study

Business-to-business (B2B) is an commerce framework that facilitates business
relationships and transactions between firms at relatively low cost .This low cost adds
to its appeal to small to medium businesses. It is analyze that B2B trading exchange
can address the issues of isolation and remoteness of India small jewellery businesses
by bringing buyers and sellers together in a marketplace. The study, therefore,
explores the adoption behaviour of India small jewellery businesses of B2B trading
exchanges. During this research we followed the B2B under the Trade Shows.
The motivation of this research was also influenced by the challenge of modelling the
adoption process of B2B trading exchanges, which is executed at the organisational
level. Most of the technology adoption studies are aimed at individual level using a
number of prominent theories such as the theory of reasoned action Organisational
level adoption has been studied by a number of researchers. In this research, we take
an integrative approach by combining the individual level adoption variables of
awareness, attitude and intention to adopt B2B trading exchanges by small
businesses with the organisational level adoption determinants of external factors,
external control factors, contextual factors and cognitive and normative beliefs.
Market orientation in B2B industry, both in developed as well as developing
countries, acts as the implementation part of marketing.
The next section presents the background literature followed by the research model,
which has been developed based on an extensive literature review, which was then
enhanced through a qualitative field study.

2. Review of related literature

Following extensive literature review on innovation adoption diffusion theories and
qualitative field study, a conceptual research

model was developed which treated

four sets of antecedents of small businesss attitude towards B2B trading exchanges.
A B2B trading exchange is a trading portal or trading hub, which aligns buyers and
sellers in a virtual marketplace for the online exchange of goods and services
(Rayport & Sviokla, 1994). The intent of B2B trading exchanges is to create a market
for all market participants without allowing any one of the participants interests to
dominate the exchange. There is a criteria set for participating in trading in the
exchange and any buyer or seller can gain trading status on the exchange providing
they meet the criteria set. There are no physical exchanges of goods of services in the
exchange; instead, the exchange only facilitates the matching of buyers and sellers
(Turban et al., 2002).
Further the next section shows the Conceptual research model of small businesss
attitude towards B2B trading exchanges.

3. Conceptual Framework

External Control Factors

Contextual Factors
Vendor
Support

External Factors

Owner/manage
r
Characteristics

Intention

Cognitive Response/Beliefs

Vendors
Perceived
Direct Benefit
Competitio
n

Government

Tradin
g
Partner
s

Attitude

Awarenes
s
Perceived
Indirect
Benefit

Behavioral
Response

Intentio
n to
Adopt

4. Significance of the study

The reason behind choosing these topic that is An investigation into the factors
influencing the adoption of B2B trading exchanges in Small Jewellery businesses
in India. As I am owning the showroom of retail jewellery in Gujarat. It also help to
upgrade the family business too. And our group members also visited to Vibrant
summit So it is important to study the adoption of B2B in India by gathering new
clients and connecting higher number of buyers and sellers globally in country.

5. Research Methodology
5.1 Problem Statement
An investigation into the factors influencing the adoption of B2B trading
exchanges in Small Jewellery businesses in India
5.2 Research Objectives
To see the adoption of B2B model for small Jewellery business.
Investigating Variables influencing the B2B in context to jewellery Business.
5.3 Scope of study
Scope of the study is for Trade show. The Respondent who took part in the
B2B Exhibition like IIJS and GGJS. The respondents are limited in size so
there could be some error in the research work.
5.4 Hypotheses of the study

5.5 Research Design

Descriptive research
The reason for choosing descriptive research design is that to get knowledge about
phenomena by asking why, when, how, where, what. To gain the background
information, to define terms, to clarify problems and to develop hypothesis, to
develop questionnaire to be answered by the respondents regarding An investigation
into the factors influencing the adoption of B2B trading exchanges in Small Jewellery
businesses

5.6 Data sources and data collection method

Personal interview,
Primary data filling questionnaire,
Secondary data internet books, magazine, newspaper etc.
5.7 Instrument/Tool
Structure Questionnaire
5.8 Sampling Methodology
5.8.1

Target Population

We are going to conduct research in the trade show of IIJS signature 2015
at Mumbai. Our main focus will be on participants of B2B exhibition.
5.8.2

Sampling method

Convenience sampling method.

5.8.3

Sample size

We dont know how many exhibitors are going to come in B2B Exhibition
at Mumbai. But we roughly assume about 150 respondents under our
research project.

6. Expected time line of the report

30 Jan:
30 Jan.
5 Feb
10 Feb:
15 Feb:
20 March:
1 April:

Submission of Proposal of MRP II

Presentation of Proposal of MRP II
Questionnaire Preparation
Revised Questionnaire with necessary changes
Questionnaire filled up
Rough Report submission
Final submission of research report with presentation.