European Management Journal Vol. 21, No. 4, pp. 421–437, 2003 2003 Elsevier Ltd. All rights reserved.
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Internet-Business or Just
Impact of ‘InternetSpeciﬁc’ Strategies on
VANGELIS SOUITARIS, Imperial College, London
MARCEL COHEN, Imperial College, London
This study examines the relationship between 21
‘internet-speciﬁc strategies’ and the performance of
internet-trading ventures. ‘Internet-speciﬁc strategies’ are deﬁned as business strategies speciﬁcally relevant in the internet-trading context. They were
proposed mostly by practitioner-oriented exploratory literature, based on case studies of leading dotcoms. Does the application of such strategies increase performance for the bulk of the new ventures (dot.coms and new divisions of large companies) trading on the internet? The results of
a large survey of 406 internet ventures in the UK
were quite controversial. Despite the fact that we
have found statistically signiﬁcant correlations
between the majority of ‘internet-speciﬁc strategies’
and venture performance in at least one industrial
sector, the coefﬁcients were weak and the
regression model proved statistically insigniﬁcant.
This raises questions over the validity of practitioner-led theories about internet business. Business on the internet might be just business. 2003 Elsevier Ltd. All rights reserved.
Keywords: Internet ventures, Internet-speciﬁc strategies, Drivers of performance
The internet is an extremely important new technology, and it is no surprise that it has received so European Management Journal Vol. 21, No. 4, pp. 421–437, August 2003
much attention from entrepreneurs, executives,
investors and business observers (Porter, 2001). Internet-trading ventures represent one of the largest segments of new start-up and incidences of corporate entrepreneurship in the US (Galbi,...