Authors - Arunangshu Giri, Dipanwita Chakrabarty, Manash Routray Abstract - Credit-based transaction in petrochemical retail sector is widely practiced, though highly challenging, as the sector operates with a thin margin, in spite of high transaction volume. The present study identifies crucial determinants for adoption of ICT-enabled credit and discount process in the petrochemical retail sector. Diffusion of Innovation (DOI) Theory was adopted to evaluate the factors that influence trialability of ICT and there by leads to users’ understanding of relative advantage, which subsequently enhances their demand and purchase intention. Structured questionnaire was used as survey tool and hypotheses were tested using Structural Equation Modelling (SEM). The findings show that trialability get induced by social, relational and economic factors, which in consequence enhance relative advantage and improves purchase intention. The result shows that traditional to ICT-enabled payment transition does not solely depend on the financial parameters rather behavioral factors play a pivotal role. The study extends DOI theory in the context of infrastructure-based retail operations and provides deep insights to managers so that they can adopt customeroriented ICT strategies to improve credit-to-cash payment transformations.
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