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Where innovation meets inertia: Relational challenges to B2B platform adoption—An explorative multiple case study

Maximilian Feike & Jürgen Rösch

Electronic Markets2026https://doi.org/10.1007/s12525-025-00859-8article
AJG 2ABDC A
Weight
0.37

Abstract

This study explores how relational dynamics shape the development of B2B digital platforms in established markets. While platforms promise innovation, they often encounter resistance rooted in legacy relationships and inter-organizational complexity. Based on 30 semi-structured interviews across five early-stage platform initiatives within a leading European industrial group, we identify nine relationship-induced challenges that hinder B2B platform adoption. These challenges occur at three levels: (I) the market and ecosystem level, (II) dyadic interorganizational relationships, and (III) the organizational level. Applying a relational lens, supported by socio-technical and platform leverage perspectives, we shed light on why traditional B2B environments present unique obstacles to platform adoption. Our findings offer conceptual starting points for future research on relational dynamics in platform ecosystems and provide actionable insights for managers navigating platform development in established industries.

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https://doi.org/https://doi.org/10.1007/s12525-025-00859-8

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@article{maximilian2026,
  title        = {{Where innovation meets inertia: Relational challenges to B2B platform adoption—An explorative multiple case study}},
  author       = {Maximilian Feike & Jürgen Rösch},
  journal      = {Electronic Markets},
  year         = {2026},
  doi          = {https://doi.org/https://doi.org/10.1007/s12525-025-00859-8},
}

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Evidence weight

0.37

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.16 × 0.4 = 0.06
M · momentum0.53 × 0.15 = 0.08
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

† Text relevance is estimated at 0.50 on the detail page — for your query’s actual relevance score, open this paper from a search result.