This work aims to provide a general view on the development process of internet-based sales among small distributors, both for firms oriented to end-consumers and for those trading with other organizations. The data presented here was obtained by questioning the owners and senior managers of 803 firms, with fewer than 100 employees, from the commercial distribution sector in Spain. The results reveal the diversity of critical factors (related to the environment, to the characteristics of the organization and their managers) that influence the implementation of internet-based sales systems and its importance as a distribution channel, as well as its contribution to both phenomena.
Internet-based sales; implementation; small firm; distribution
