Push-pull-mooring framework for e-commerce adoption in small and medium enterprises

Purpose The purpose of this paper is twofold: first, to develop a conceptual model using the push-pull-mooring (PPM) framework to understand the switching behavior of small- and medium-size enterprises (SMEs) of batik from adopting traditional marketing to e-commerce; and, second, to test whether the PPM variables prevent or lead to the switching behavior of SMEs of batik to adopt e-commerce. Design/methodology/approach This study uses a hypothesis which is drawn from related literature, quantifiable measures variables with a 1-5 Likert scale, hypothesis testing and draws the inference about a phenomenon of switching the behavior of SMEs from traditional marketing to e-commerce from the sample of 100 owners of batik SMEs, which are located in Yogyakarta, Solo and Pekalongan. The study used partial least square with the aid of the SmartPLS software program to test the hypothesis. Findings The result of hypothesis testing indicates that two factors significantly influence the switching behavior of batik SMEs from physical store retailing to e-commerce. The first factor is the desire of SMEs to support the information searching behavior of their customers, and the second factor is the perception that adopting e-commerce can provide value for the SMEs. However, this study fails to prove that the attractiveness of e-commerce can significantly pull the switching behavior of batik SMEs from physical store retailing to e-commerce. Moreover, related to mooring factors, the results show that the computer self-efficacy of the SME owners as a moderating effect is not supported. Social implications The research confirms that e-commerce adoption may benefit SMEs. It may encourage more SMEs to move from the traditional physical store retailing to e-commerce. Originality/value Although this study uses the conceptual model from the study of Chang et al. (2017), significant differences exist between the two studies. This study uses the PPM framework in the context of the seller migratory decision, whereas in most studies, the PPM framework is used in the context of the consumer migratory decision. Moreover, most studies about the adoption of e-commerce by owners of SMEs use the theory of reasoned action, theory of planned behavior, technology acceptance model, technology, organization and environment, and unified theory of acceptance and use of technology as the framework.