E-commerce development in developing countries Profiling change-agents for SMEs

Using case study evidence collected from Uganda in 2004 and the theoretical lens of change-agent theory, a framework is presented that explains how intermediaries can fulfil an effective role in assisting SMEs to benefit from e-commerce. Findings point towards the influence of multiple change-agents performing distinct roles. Primary change-agents have been identified as playing a lead role in catalysing and intermediating e-commerce, through facilitating market access due to favourable commodity chain positioning, and through solution provision that is tailored to specific SME needs. Secondary change-agents, on the other hand, provide complementary inputs such as technology, training and financial resources. It follows that competency to intervene is defined according to the differing roles that change-agents perform, and that intervention strategies for capacity building should be based upon the requirements of different categories of change-agent. This paper makes a contribution to the theory of e-commerce adoption, as well as providing an assessment framework to assist practitioners in formulating intervention strategies and helping agencies in developing countries.