B to B firms’ motivation to become members of digital platforms: the case of crowd UK

Abstract

ABSTRACT Purpose The purpose of this study is to develop a conceptual framework that identifies the determinants leading to B-to-B firms’ motivations and subsequently to their intentions to become members of a new digital platform from a multi-stakeholders’ perspective, while mapping factors that encourage the intention and actual registration of B-to-B players to use the particular digital platform. Design/methodology/approach A qualitative methodology is adopted as the research study has semi-structured interviews in order to gain in-depth responses with firms, using the context of “This is Crowd Ltd,” a Business to Business firm from the creative industry.