Journal of Business Research最新文献

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VAMOS: Value assessment method for smart services VAMOS：智能服务的价值评估方法

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-26 DOI: 10.1016/j.jbusres.2025.115961

Claudius M. Jonas , Felicitas Kuch , Anna Maria Oberländer

Despite the economic potential of digital servitization, especially product-oriented industrial companies struggle to identify beneficial smart services and realize predicted revenues. This results from the complexity of smart services, which disrupt traditional business logics and require orientation toward value-in-use. Value-in-use is the benefit that materializes when actors use an offering. Examination of the anticipated value-in-use of smart services in the early stages of innovation is challenging but essential for design and investment decisions as well as convincing actors to participate in value co-creation. To provide systematic guidance, we introduce the value-in-use assessment method for smart services (VAMOS) drawing from design science research and situational method engineering. The method includes three activities to support practitioners in assessing smart service value-in-use and was validated through a thorough evaluation process with four industrial companies. VAMOS extends research on digital innovation, service-dominant logic, and digital servitization by contributing methodological knowledge.

尽管数字化服务化具有经济潜力，但特别是以产品为导向的工业公司仍难以确定有益的智能服务并实现预期收入。这是由于智能服务的复杂性造成的，它破坏了传统的业务逻辑，需要以使用价值为导向。使用价值是指当参与者使用产品时所产生的收益。在创新的早期阶段检查智能服务的预期使用价值是具有挑战性的，但对于设计和投资决策以及说服参与者参与价值共同创造至关重要。为了提供系统的指导，我们引入了基于设计科学研究和情景方法工程的智能服务使用价值评估方法（VAMOS）。该方法包括三个活动，以支持从业者评估智能服务的使用价值，并通过四家工业公司的全面评估过程进行了验证。VAMOS通过贡献方法论知识扩展了数字创新、服务主导逻辑和数字服务化的研究。

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引用次数: 0

When are reposts effective? Exploring the effects of OSM user engagement and post types on sales 什么时候转发有效？探索OSM用户参与度和帖子类型对销售的影响

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-26 DOI: 10.1016/j.jbusres.2026.116004

Lifei Bai , Xiaorong Fu , Xiaoyan Xu , Tao Yin

Social media has become an indispensable marketing tool. However, determining the impact of owned-social-media (OSM) user engagement on sales is challenging. Given that consumers infer specific motivations for heterogeneous OSM user engagements, we categorize OSM user engagement as either active-transmission or passive-transmission, examining the impact of each type on sales. In addition, we consider OSM post’s content into consideration to examine the impact of OSM user engagement. By exploring the underlying mechanism, we establish a novel theoretical framework. Based on both secondary data and survey research, we found significant variations in the impact of different OSM user engagement on sales. Our results indicate that consumers’ perceived credibility mediates this impact, while the moderation and moderated mediation effects of OSM post type are significant factors. These findings provide further insights for brands to tailor social media strategies effectively for enhanced sales and competitiveness.

社交媒体已经成为不可或缺的营销工具。然而，确定自有社交媒体（OSM）用户参与对销售的影响是具有挑战性的。考虑到消费者推断出异构OSM用户参与的特定动机，我们将OSM用户参与分类为主动传播或被动传播，并检查每种类型对销售的影响。此外，我们考虑了OSM帖子的内容，以检查OSM用户参与度的影响。通过对其机制的探索，我们建立了一个新的理论框架。基于二手数据和调查研究，我们发现不同OSM用户粘性对销售的影响存在显著差异。研究结果表明，消费者感知可信度在这一影响中起中介作用，而OSM岗位类型的调节和调节中介作用是显著因素。这些发现为品牌定制有效的社交媒体策略以提高销售和竞争力提供了进一步的见解。

引用次数: 0

Transmission of democracy to a better business environment: roles of regulation and institutions 向更好的商业环境传递民主：监管和制度的作用

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-24 DOI: 10.1016/j.jbusres.2026.116006

Wajid Ali , Devi Prasad Dash , Bhushan Praveen Jangam , Amit Singh , Nripendra P. Rana

This study analyses the role of democracy in fostering international business. To investigate this issue empirically, we have retrieved data from 77 economies for the period of 2000 to 2022 and analysed it using the generalised method of moments (GMM). Using foreign direct investment inflows and globalisation as the proxies of international business, we find following observations. First, democracy has a significant impact on international business over time. Second, regulatory efficiency significantly moderates the favourable spill over effects of democracy on international business. However, the findings indicate that corruption, being a moderator, has detrimental impacts on democracy, negating international business. The research explored several controlling factors, and prioritised governance quality and labour freedom as the major attributes for enhancing international businesses. We found a similar trend for both high- and low-income economies. Thus, this provides stronger support for the roles of democracy and institutions in impacting the business environment.

本研究分析了民主在促进国际商业发展中的作用。为了从经验上调查这一问题，我们检索了77个经济体2000年至2022年的数据，并使用广义矩量法（GMM）进行了分析。利用外国直接投资流入和全球化作为国际商业的代理，我们发现了以下观察结果。首先，随着时间的推移，民主对国际商业产生了重大影响。其次，监管效率显著缓和了民主对国际商业的有利溢出效应。然而，调查结果表明，腐败作为一种调节因素，对民主产生了有害影响，对国际商业产生了负面影响。该研究探索了几个控制因素，并将治理质量和劳动自由列为提升国际业务的主要属性。我们在高收入和低收入经济体中都发现了类似的趋势。因此，这为民主和制度在影响商业环境方面的作用提供了更有力的支持。

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引用次数: 0

Epistemic objects and curious collectors: The revelation 认知对象和好奇的收藏者：启示

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-24 DOI: 10.1016/j.jbusres.2026.116012

Sheila Malone , Brendan Keegan , Dominic Medway

Epistemic objects are defined by a continuous process of revelation through a series of engagements that complement their morphing nature. Here, epistemic value takes a central role in one’s understanding of, and engagement with, consumption objects. Through 15 interviews with online collectors who used Instagram to connect with others, the findings show how epistemic objects create fundamentally different relational dynamics than traditional collecting practices. Whilst acknowledging that objects within collections can operate through seriality, we reveal how epistemic objects also operate through three distinct relational dynamics that have been overlooked in existing collecting literature: object-knowledge relations, object-community-object relations and object-temporal relations. These dynamics distinguish epistemic objects from conventional collectibles by positioning individual objects as the unit of analysis rather than a desire for completed collections. This study contributes to a growing area of research that moves away from the focus on objects as passive entities towards analysing object-oriented relations.

认知对象是通过一系列补充其变形性质的约定的连续启示过程来定义的。在这里，认知价值在一个人对消费对象的理解和参与中起着核心作用。通过对使用Instagram与他人联系的在线收藏家的15次采访，研究结果显示，认知对象如何创造与传统收藏实践根本不同的关系动态。在承认收藏品中的对象可以通过串行性进行操作的同时，我们揭示了认知对象如何通过三种不同的关系动态进行操作，这些动态在现有的收集文献中被忽视：对象-知识关系、对象-社区-对象关系和对象-时间关系。这些动态通过将单个对象定位为分析单元，而不是对完整集合的渴望，将认知对象与传统收藏品区分开来。这项研究促进了一个日益增长的研究领域，即从关注作为被动实体的对象转向分析面向对象的关系。

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引用次数: 0

What can service research contribute to better understand B2B: Editorial for the special issue “Service Research in Business-to-Business Marketing” 服务研究如何帮助我们更好地理解B2B：《B2B营销中的服务研究》特刊社论

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-24 DOI: 10.1016/j.jbusres.2026.116015

Mohamed Zaki , Anders Gustafsson , Janet McColl-Kennedy , Lars Witell

With an origin in service encounters in business-to-consumer services (B2C), service research has expanded to include manufacturing firms and service ecosystems. This evolution has renewed the relevance of service research and enabled it to address some of the key challenges facing business-to-business (B2B) firms. This special issue identifies and builds on three core areas of service research that in the last decade have had the most influence on B2B firms: customer experience, service technology, and service strategy. It further identifies the cross-sections of these three areas (customer experience management, digital transformation, digital customer experience, and AI and ethics), as extensions in which service research has a strong position and can provide unique theoretical contributions to better understand B2B practice. The articles in this special issue are all positioned in these extensions and provide a theoretical foundation to further develop B2B service research.

服务研究起源于企业对消费者服务（B2C）中的服务接触，现已扩展到包括制造企业和服务生态系统。这种演变更新了服务研究的相关性，并使其能够解决企业对企业（B2B）公司面临的一些关键挑战。这期特刊确定并建立在过去十年中对B2B公司影响最大的三个服务研究核心领域：客户体验、服务技术和服务战略。它进一步确定了这三个领域（客户体验管理、数字化转型、数字化客户体验以及人工智能和道德）的横截面，作为服务研究具有强大地位的延伸，可以为更好地理解B2B实践提供独特的理论贡献。本期特刊文章均定位于这些延伸，为进一步开展B2B服务研究提供理论基础。

引用次数: 0

Search vs. site retargeting: A holistic look to retargeting 搜索vs.网站重定向：重定向的整体视角

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-24 DOI: 10.1016/j.jbusres.2026.115993

Baojun Jiang , Chakravarthi Narasimhan , Ozge Turut

Retargeting has emerged as one of the most effective forms of online advertising, with site retargeting and search retargeting being the two dominant approaches. Search retargeting targets consumers who have shown interest in a product category but have not visited the firm’s website, while site retargeting focuses on recovering consumers who have visited the site, expressed purchase intent, but abandoned their shopping carts. Although both retargeting strategies are used, little is known about how firms should allocate resources between them in a coordinated manner. We develop an analytical model that captures the entire online purchase funnel and accounts for abandonment at both upper and lower stages. Our model explicitly examines how search and site retargeting interact. We provide actionable guidelines for when firms should invest in one or both strategies. We discuss implications for pricing strategies and potential effects on product innovation, offering a comprehensive framework for retargeting decisions.

重定向已经成为最有效的在线广告形式之一，其中网站重定向和搜索重定向是两种主要的方法。搜索重定向针对的是对某一产品类别表现出兴趣但没有访问过公司网站的消费者，而网站重定向侧重于恢复访问过网站、表达过购买意向但放弃了购物车的消费者。虽然使用了这两种重新定位策略，但企业如何以协调的方式在它们之间分配资源却知之甚少。我们开发了一个分析模型，可以捕获整个在线购买漏斗，并说明在上层和下层阶段的放弃。我们的模型明确地考察了搜索和网站重定向是如何相互作用的。我们为公司何时应该投资于一种或两种策略提供可操作的指导方针。我们讨论了定价策略的含义和对产品创新的潜在影响，为重新定位决策提供了一个全面的框架。

引用次数: 0

Feelings over reasons: The impact of exposure to nature on consumer decision making 感受胜过理性：接触自然对消费者决策的影响

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-24 DOI: 10.1016/j.jbusres.2026.116011

Sunxu Xu , Ying Ding

Despite the ubiquity of natural elements in consumers’ lives, their influence on decision making has received limited attention. This research examines how and why exposure to nature shapes the way consumers make decisions. Across seven experiments, we find converging evidence that consumers exposed to nature are more likely to rely on feelings rather than reasons, leading to a stronger preference for affectively (vs. cognitively) superior product options and greater scope insensitivity. This shift occurs because exposure to nature decreases consumers’ self-monitoring motivation. We validate these findings through multiple manipulation methods and choice contexts. Furthermore, we identify decision target (i.e., making decisions for oneself or for others) as an important boundary condition that further supports our conceptualization. Theoretically, this research advances understanding of how exposure to nature influences consumer preference. Practically, it provides valuable insights for firms pursuing business model innovation, particularly in retail management.

尽管自然元素在消费者的生活中无处不在，但它们对决策的影响却受到了有限的关注。这项研究考察了接触自然如何以及为什么会影响消费者的决策方式。在七个实验中，我们发现越来越多的证据表明，接触自然的消费者更有可能依赖于感觉而不是理性，从而导致对情感（相对于认知）优越产品选择的更强偏好和更大的范围不敏感。这种转变的发生是因为接触自然减少了消费者自我监控的动机。我们通过多种操作方法和选择上下文验证这些发现。此外，我们确定决策目标（即为自己或他人做出决策）作为一个重要的边界条件，进一步支持我们的概念化。从理论上讲，这项研究促进了对自然环境如何影响消费者偏好的理解。实际上，它为追求商业模式创新的公司提供了有价值的见解，特别是在零售管理方面。

引用次数: 0

Consumers’ acceptance of in-store technologies through the lens of segmentation 从细分的角度看消费者对店内技术的接受程度

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-24 DOI: 10.1016/j.jbusres.2026.116010

Aidin Namin , Rupinder P. Jindal , Dinesh K. Gauri , Brian T. Ratchford , Seth C. Ketron

In-store technologies continue to proliferate, but to date, research has not examined the acceptance of these technologies from a comprehensive segmentation lens; that is, simultaneously examine demographic, geographic, psychographic, and behavioral traits of customers. To that end, we collected survey data in 2024 from over 1,300 respondents in the United States to measure variables related to these four segmentation approaches and relate these variables to twenty technologies across five categories in customer purchase journey: technologies that help plan shopping trips, enhance shopping experience, reduce friction, find pricing information, and purchase remotely from the store. Using seemingly unrelated regression (SUR) models, we found that psychographic and behavioral segmentation variables are the most helpful in predicting acceptance of in-store technologies. This research emphasizes to retailers that when considering new cutting-edge retail technologies, customers are not how they look or where they live; they are what they think and how they purchase.

店内技术继续激增，但到目前为止，研究还没有从一个全面的细分角度检查这些技术的接受程度；也就是说，同时检查客户的人口统计、地理、心理和行为特征。为此，我们在2024年收集了来自美国1300多名受访者的调查数据，以测量与这四种细分方法相关的变量，并将这些变量与客户购买旅程中五个类别的二十种技术联系起来：帮助计划购物旅行的技术，增强购物体验，减少摩擦，找到定价信息，以及从商店远程购买。使用看似不相关回归（SUR）模型，我们发现心理和行为分割变量在预测店内技术接受度方面最有帮助。这项研究向零售商强调，当考虑新的尖端零售技术时，客户不是他们的外表或他们住在哪里；他们的想法和购买方式决定了他们的价值。

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引用次数: 0

Transactions and relationships in stakeholder theory: A Luhmannian view 利益相关者理论中的交易与关系：一个卢曼学派的观点

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-23 DOI: 10.1016/j.jbusres.2026.116016

Vladislav Valentinov , Ingo Pies , Felix Carl Schultz

Stakeholder theory has often elevated relationships above transactions, portraying relationships as morally richer and strategically superior. This asymmetry can obscure Freeman’s original insight that both are indispensable to value creation. Drawing on Luhmann’s theory of social systems, we reconceptualize transactions as the elemental operations that reproduce the economic system, while stakeholder relationships generate the legitimacy and trust that stabilize these operations. We argue that transactions and relationships are functionally distinct yet mutually reinforcing: transactions sustain the autonomy of the economy, while relationships provide the social acceptance necessary for its continued viability. Methodologically, the paper adopts a conceptual research design and develops a systems-theoretical framework through theoretical synthesis of scholarship in stakeholder and systems theory. The framework advances stakeholder theory by restoring conceptual symmetry between relationships and transactions and by sensitizing managers to the need for ongoing calibration that aligns the two.

利益相关者理论经常将关系置于交易之上，将关系描绘成道德上更丰富、战略上更优越的关系。这种不对称可能会模糊弗里曼最初的见解，即两者对于价值创造都是不可或缺的。借鉴Luhmann的社会系统理论，我们将交易重新定义为再现经济系统的基本操作，而利益相关者关系则产生了稳定这些操作的合法性和信任。我们认为，交易和关系在功能上是不同的，但又相互加强：交易维持了经济的自主性，而关系为经济的持续生存提供了必要的社会接受。在方法上，本文采用概念研究设计，通过对利益相关者和系统理论的理论综合，构建了一个系统理论框架。该框架通过恢复关系和交易之间的概念对称，以及通过使管理人员敏感地认识到需要持续校准以使两者保持一致，从而推进了利益相关者理论。

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引用次数: 0

Compassionate innovation: reframing ethical innovation through the relational lens of dependent origination 富有同情心的创新：通过依赖起源的关系视角重构伦理创新

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-01-23 DOI: 10.1016/j.jbusres.2026.116009

Somendra Narayan , Subhadeep Datta

Innovation is an inherently relational process that unfolds across interconnected human, technological, and ecological systems. This paper advances the theory of ethical innovation through the Compassionate Innovation Framework (CIF), grounded in Nāgārjunian philosophy: śūnyatā (non-essentialism), pratītyasamutpāda (dependent origination), and karuṇā (compassion). CIF conceptualizes compassion as a purposive organizational capability expressed through three interdependent dimensions: conscientiousness (systemic awareness of consequences), mindfulness (context-sensitive ethical reflexivity), and vigilance (continuous learning and adaptive governance). Together, these translate compassion from moral intention into a dynamic capability for value creation under uncertainty. The paper contributes by offering a relational ontology that redefines innovation as an act of interdependence; extending responsible innovation beyond anthropocentric and procedural ethics; and providing actionable principles for cultivating ethical resilience. CIF positions compassion as a strategic capability that integrates moral insight with performance, offering a coherent alternative to Western-centric models of innovation and responsibility.

创新是一个内在关联的过程，在相互关联的人类、技术和生态系统中展开。本文通过富有同情心的创新框架（CIF）提出了伦理创新理论，该框架基于Nāgārjunian哲学：śūnyatā（非本质主义），pratītyasamutpāda（依赖起源）和karuṇā（同情）。CIF将同情心定义为一种有目的的组织能力，通过三个相互依存的维度来表达：责任心（对后果的系统意识）、正念（对环境敏感的道德反思）和警惕性（持续学习和适应性治理）。总之，这些将同情从道德意图转化为不确定性下价值创造的动态能力。本文提供了一个关系本体，将创新重新定义为一种相互依赖的行为；超越人类中心主义和程序伦理的负责任创新；并为培养道德韧性提供可操作的原则。CIF将同情心定位为一种战略能力，将道德洞察力与绩效相结合，为以西方为中心的创新和责任模式提供了一种连贯的替代方案。

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