Journal of Business-To-Business Marketing最新文献

{"title":"Can Customer Participation Promote Supplier Green Innovation in the Social Media Environment? The Mediating Role of Green Dynamic Capability and the Moderating Role of Social Media Use","authors":"Jianxin Sun, Baolong Ma, Li Zhao","doi":"10.1080/1051712x.2023.2256312","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2256312","url":null,"abstract":"ABSTRACTPurpose The existing literature has emphasized the significance of guiding customers’ participation in innovation as a means for supplier enterprises to obtain innovation resources and enhance innovation performance. However, in the context of enterprise green innovation, there remains a need to investigate the impact of different forms of customer participation on supplier green innovation. Additionally, with the advent of Internet technology, numerous B2B enterprises are utilizing social media to engage with customers and foster enterprise innovation. However, the role of social media use in the relationship between customer participation and supplier green innovation has not been fully answered. Therefore, this study aims to explore the influence mechanism of customer participation on supplier enterprise green innovation in the social media environment, and to test the moderating effect of social media use.Methodology/Approach To achieve the research goals, a total of 500 survey questionnaires were distributed to the Chinese manufacturing enterprises industry in five province, and 338 valid questionnaires were collected. Data was analyzed using PLS-SEM modeling.Findings Among the three forms of customer participation, interactive information provision and online participation creation have a positive impact on enterprise green innovation. Compared with interactive information provision, the impact of online participation creation on green innovation is stronger, while user independent innovation has no significant impact on green innovation. In addition, in terms of mediating effect, green dynamic capability had a partial mediating role in the relationship between customer interactive information provision and green innovation and online participation creation and green innovation. In terms of the moderating effect, enterprise social media use had a positive moderating role in the relationship between interactive information provision and green dynamic capability and online participation creation and green dynamic capability.Originality/Value/Contribution This research made some important contributions. Firstly, customer participation in the social media environment is divided into three dimensions: interactive information provision, online participation creation and user independent innovation. The influence mechanism of customer participation on green innovation is further studied, and relevant literature on customer participation in innovation is enriched. Secondly, this paper empirically examines the mediating role of green dynamic capability in the relationship between customer participation and green innovation, which has received little attention in previous studies. Thirdly, the moderating effect of social media use on the influence mechanism of customer participation on green innovation is considered for the first time. On the one hand, the application of social media in the field of customer participation in innovation is pro","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"13 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135436828","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Determinants of Customer Intentions to Use Fintech Services in a Commercial Chinese Bank","authors":"Xiaoxiao Liu, K. Chau, Xiaoyun Liu, Fei Huang","doi":"10.1080/1051712X.2023.2248970","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2248970","url":null,"abstract":"ABSTRACT The development of information technology has revolutionized the financial services offered by commercial banks. A growing number of banks have adopted Fintech services in the financial business to compete with other financial institutions and acquire a larger market share. However, whether customers will accept the new technological products remains subject to debate. This study aimed to analyze the impact mechanism of the intention to use Fintech-based mobile banking. Data were collected from 481 respondents across different regions in China, and structural equation modeling was used to verify the collected sample data. The results showed that system quality, service quality, and information quality of Fintech-based mobile banking positively affected user satisfaction. User satisfaction and bank image had a positive impact on the intention to use Fintech-based mobile banking. In addition, users’ perceived risks associated with the platform had a negative impact on user satisfaction and intention to use. Therefore, commercial banks in China should strengthen publicity, constantly update the effective system, provide stress-free personalized service quality, and pay attention to corporate brand image.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"257 - 276"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41367200","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Manufacturers’ Acquiescence to Buyers’ Sourcing Requests in Industrial Markets","authors":"Wenbo Teng, Ricky Y. K. Chan, Namwoon Kim, Xubing Zhang, Lu Shen","doi":"10.1080/1051712X.2023.2239805","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2239805","url":null,"abstract":"ABSTRACT Purpose This study examines a three-level interdependent hierarchical supply chain and explores the antecedents and consequences of a manufacturer’s acquiescence to a buyer’s request to source a component from a designated component supplier. Methodology This research collected survey data from 212 Chinese mining companies and analyzed the data using structural equation models. Findings First, a manufacturer’s acquiescence is negatively associated with its industrial knowledge and technological capability as perceived by the buyer, but positively correlated with the relational ties between the buyer and the designated component supplier. Second, the detailing efforts strengthen the impact of perceived industrial knowledge but weaken that of relational ties on acquiescence. Third, the manufacturer’s acquiescence ensures the buyer’s power maintenance and procurement outcome certainty, and improves the manufacturer’s customer loyalty and control of sourcing information. Research implications The research highlights the significance of understanding acquiescence within an interdependent supply chain network and indicates that acquiescence will not necessarily lead to the acquiescing firm’s dependence disadvantage. Practical implications The research suggests that firms can use acquiescence to preserve interdependent supply chain relationships. When deciding whether to acquiesce or not, firms should consider not only the market perceptions of their resources and capabilities but also the supply chain networks. Detailing can be an effective method to reduce the pressure for acquiescence. Originality In the context of a manufacturer’s sourcing decisions, the research provides fresh insights into acquiescence in a three-level hierarchical supply chain relationship.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"277 - 295"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41436259","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Importance of Pre-employment Job Motives in Predicting Voluntary Salesforce Turnover in the Gig Economy","authors":"R. Peterson, Victoria L. Crittenden","doi":"10.1080/1051712X.2023.2252436","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2252436","url":null,"abstract":"ABSTRACT Purpose Given the considerable visible and hidden costs associated with voluntary job turnover and the fact that independent contract workers (“gig workers”) can change jobs with ease, it is imperative for managers and scholars to understand the reasons why someone joins a company in an effort to hire workers who will stay with the company longer. Method A commercial research panel company, Dynata, was used to collect data from current and former independent contract workers. After a rigorous screening protocol, data were collected retrospectively from 495 current and 456 former direct sellers, since direct selling is one of the oldest forms and largest categories of gig work. A binary logistic regression analysis enabled prediction of voluntary job turnover based on the number of reasons for joining the company. Findings Findings from statistical analysis of the reasons for joining a company showed that the greater the number of reasons given for joining, the greater the likelihood of staying with the company. Additionally, statistically significant differences were observed between the current and former direct sellers for nine of the 12 reasons investigated. Importantly, from a predictive modeling perspective, it was possible to predict whether a direct seller would stay with the company or quit the company based on the number of reasons for joining the company. Implications The research has implications for both theory and practice. Utilizing theoretical underpinnings from organizational and behavioral management literatures, pre- and post-employment variables establish the framework for pursuing a better understanding of pre-employment motives for joining a company. Despite calls for more research on individual differences in joining a company, past research efforts may have been hindered by the failure to explore new approaches, new agendas, and new methodologies. Theoretically, the research shows that there is a need to ensure the inclusion of pre-employment motive constructs in examining the construct of voluntary job turnover. Managerially, the cost of turnover is significant, and this is particularly true for salesforce turnover. Reducing the rate of voluntary salesforce turnover even by a small percentage could (1) lead to greater effectiveness, efficiency, and profitability for companies, (2) result in less time invested in a job for which an individual is not necessarily motivated to pursue successfully long-term, and (3) ensure consistent product and service delivery for customers. Originality Little is known about gig workers, and this research project focuses on one of the original gig workforce cadres, direct selling. Additionally, this research is unique in its approach to collecting data retrospectively from current and former independent contract workers as well as in the predictive abilities offered by the data and subsequent statistical modeling.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"333 - 348"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42909833","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Organizing Maintenance Service Contracts for Initial Purchases: The Interplay Among Product Type, Service Type, and Service Approach","authors":"Rıfgı Buğra Bağci, M. Tasçioglu","doi":"10.1080/1051712X.2023.2252424","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2252424","url":null,"abstract":"ABSTRACT Purpose This study investigates the trade-off between product types and the choice between standardization and customization in initial purchases. Attribution theory is used to understand how customers attribute characteristics to products/services and how it affects decision-making. Industrial purchases require service contracts, making it challenging for manufacturers to determine the appropriate service type. The study provides insights for designing service contracts that meet customer preferences and aids decision-making by analyzing the interplay of product type, service type, and approach. Practical recommendations are offered for manufacturers integrating services to gain a competitive edge. This research enhances service offerings and customer satisfaction. Methodology This study included a combination of qualitative in-depth interviews and a quantitative experimental approach. The qualitative phase involved in-depth interviews with 10 managers working for different equipment manufacturers and purchasing products from those companies. The interview protocol was designed in response to the current study’s research topic and literature review. The interviews lasted about 40 minutes and were all recorded after informing the participants. The authors used the open coding approach to code transcribed interviews. The quantitative phase employed a 2 × 2 × 2 experimental design, with manipulations of product type (production versus auxiliary equipment), service type (service supporting product versus service supporting customer action), and service approach (standardized versus customized). Questionnaires were sent to 957 managers working in purchasing, machinery-energy, maintenance, or upper management at top 500 firms, and the final sample included 157 usable responses. Findings The authors identified three themes through coding: 1) product type: customers consider the type of production when making a service contract and prioritize maintenance if it is crucial to the production system, 2) service type: customers value manufacturers who offer consultation, training and take responsibility for smooth equipment operation, and 3) service approach: customers want flexibility to add or remove components in the equipment and service offer. However, not all customers hold these preferences all the time. The quantitative part of the study aimed to determine customers’ preferred combinations in different scenarios. The main effect results indicated that ATC (attitude toward the company) and WTP (willingness to pay more) were higher for auxiliary products, services supporting customer actions and customized services. Two-way interaction results showed that ATC and WTP increased more from SSP (service supporting product) to SSC (service supporting customers’ action) when the equipment was production equipment. There was no significant difference in ATC and WTP for the interaction between product type and service approach. Nonetheless, it was fou","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"311 - 332"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43128006","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Active or Passive? Examination of Dependency Behavior in Marketing Channels in China","authors":"Ruifeng Wei, Guijun Zhuang, Fanglan Pang","doi":"10.1080/1051712X.2023.2234909","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2234909","url":null,"abstract":"ABSTRACT Purpose Inter-firm dependence is a fundamental construct in the literature of marketing channels. It substantially affects the relationships and behaviors between marketing channel partners. This study aims to examine the differences between active and passive inter-firm dependence regarding the antecedents and effects in the context of marketing channels in China. Methodology/Approach We designed a questionnaire and collected data from the manufacturers in manufacturer and dealer dyads. We obtained 202 valid data in the survey and analyzed the data with Bayesian structural equation modeling (BSEM). Findings First, in a manufacturer and dealer dyad, dealer’s important resources significantly induce active dependence from the manufacturer, and manufacturer’s active dependence, in turn, has a positive impact on manufacturer’s specific asset investments. Second, manufacturer’s specific asset investments positively affect manufacturer’s passive dependence, and this impact on manufacturer’s passive dependence is stronger than the impact of dealer’s important resources on manufacturer’s passive dependence. Third, the manufacturer’s active dependence plays a more important role in increasing dealer’s power than manufacturer’s passive dependence. Contribution Primarily, we clearly define active and passive dependence, and test whether differences exist between these two types of dependence regarding the antecedents and consequences. Besides, we develop a scale of active dependence which may be referred to in the future studies of inter-firm dependence. Implications Marketing managers should be aware of differences between active and passive inter-firm dependence when dealing with partners. They should also recognize that although both important resources and specific asset investments could change the structure of inter-firm dependence, their effects may be different.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"297 - 310"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49655073","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Soft Power Effect on Long-Term Buyer-Seller Relationship: A Fuzzy Multi-Criteria Decision-Making Approach and Evidence from the Turkish Smartphone Sector","authors":"Haldun Çolak, Şenay Lezki","doi":"10.1080/1051712X.2023.2211580","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2211580","url":null,"abstract":"ABSTRACT Purpose Power is crucial in influencing the parties’ mutual relations during supply chain transactions. In this context, power can be defined as the ability of a firm, which is in the position of buyer or seller, to influence the behaviors and decisions of the other party or to move them in line with their wishes. In some cases, the power may lie with the commercial buyer and, in some cases, with the seller. The characteristics of the sector usually shape this position. In addition, power itself is classified as coercive and non-coercive power according to how it is exercised. Coercive power directs the other party to the target behaviors with imposition and punishments. Non-coercive power, on the other hand, directs the target behaviors by using rewards and creating attraction points. According to the resource dependency theory, companies with coercive power are usually the leading companies due to having vital resources for other stakeholders in the supply chain. Studies have shown that non-coercive power should also be considered an essential factor in terms of maintaining the relationship in the long term. However, no study has been found on the effect of non-coercive power and the coercive power of the companies that are in a strong position in making the supplier selection decision of the buyers at the beginning. As a reason for this, it can be shown that the coverage of non-coercive power elements in the literature is insufficient, and some of them are used as coercive power elements. In this sense, it is suggested for the first time that the concept of soft power, generally used in the literature to explain power relations among countries or organizations, should be included in the analysis to explain power relations within the supply chain. Therefore, this study aims to analyze the effect of soft power, including non-coercive power factors, in buyer-seller relations and to determine whether the soft power elements differentiate the supplier selection decisions of the buyers. Methodology The decision problem discussed in the study is considered a multi-criteria decision-making problem since many factors are influential in evaluating alternatives, and the solution is conducted with multi-criteria decision-making techniques. Accordingly, soft power factors constitute the effective criteria in the decision problem. Suppliers are the alternatives in the decision problem. As a result of the literature review and subsequent expert comments, eight soft power factors were identified as the criteria for evaluating alternatives in the decision problem: culture (CU), values (VA), policies (PL), image (IMG), knowledge sharing (KS), expert power (EXP), reference power (RFP), and agenda setting (AS). The smartphone and accessories sector, where suppliers hold power, is the sector to be implemented. The data were obtained from Eskişehir, Turkey. The choice of the province was influenced by the city having three universities, and the market bein","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"237 - 255"},"PeriodicalIF":1.4,"publicationDate":"2023-05-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49565151","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Referral Effect in B2B Competitive Marketing - the Ceiling Effect of Referrals -","authors":"Liming Zhao, Chen Ke","doi":"10.1080/1051712X.2023.2214545","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2214545","url":null,"abstract":"ABSTRACT In business-to-business (B2B) competitive marketing, less reputable suppliers must find ways to outcompete more reputable ones. As a marketing strategy, suppliers may ask their business partners or affiliates to recommend them to potential customers (supplier-initiated referrals). Referrals may help reduce potential customers’ uncertainty regarding suppliers’ overall capabilities and subsequently influence their supplier selection decisions. Thus, the following question arises: What is the effect of supplier-initiated referrals in B2B competitive marketing environments? To answer this question, we constructed a theoretical framework and conducted a quasi-experimental study. The results indicate that supplier-initiated referrals have a significant positive impact. Interestingly, the overall impact of referrals on a potential customer’s decision is nonlinear. In other words, the marginal effect of referrer credibility on potential customers’ supplier selection decisions decreases at a certain point, creating a ceiling effect.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"149 - 165"},"PeriodicalIF":1.4,"publicationDate":"2023-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48016569","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Predicting the Blockchain Technology Acceptance in Supply Chains with Inter-Firm Perspective: An Integrated DEMATEL and PLS-SEM Approach","authors":"Haldun Çolak, C. H. Kağnıcıoğlu","doi":"10.1080/1051712X.2023.2214543","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2214543","url":null,"abstract":"ABSTRACT Purpose Blockchain technology is one of the candidate technologies for resolving supply chain issues that may occur as a result of the complex and continuously changing market structures of the present day. In addressing the problems encountered in such a system, blockchain technology has emerged as a target technology due to its notable advantages, such as smart contracts and product traceability. Since a supply chain consists of suppliers, manufacturers, retailers, and industrial customers, blockchain technology can be considered inter-firm technology. However, the literature mainly focuses on technical, individual, and environmental aspects of technology acceptance depending on technology acceptance theories. Therefore, more information is needed about how inter-firm relations and their aspects affect organizational blockchain technology acceptance. Consequently, this study aims to identify the inter-firm characteristics and their influence on the acceptance of blockchain technologies in supply chains using network theory. Methodology The research methodology design consists of two elements. First, based on the expert judgments, the relationships between the indicated parameters regarding blockchain acceptance intention are analyzed using the DEMATEL technique, based on expert opinion. In the second part, with the data obtained from 361 supply chain managers, the validity of the linked assumptions in the proposed model is confirmed by applying PLS-SEM. Findings The present study enhances our knowledge of inter-firm technology acceptance behavior by incorporating trading partner trust, initial firm power, the dependency between partners, knowledge sharing, and cooperation. According to the findings of DEMATEL, there is a strong association between inter-firm technology acceptance characteristics in explaining behavioral intention. Whereas other variables mainly influence dependency, trust has the most significant impact on those variables with cooperation. On the other hand, PLS-SEM analysis delivers remarkable results that describe the complicated structure of blockchain acceptance from an inter-firm perspective. Cooperation is the most influential variable affecting behavioral intention (0.614), followed by dependency (0.156) and knowledge sharing (0.153). Even though the direct effects of inter-firm trust and the initial firm’s power on behavioral intention were found insignificant, dependency fully mediates the effects of these variables on behavioral intention. Similarly, the relationship between trading partner trust and behavioral intention is fully mediated by knowledge sharing, while it also partially mediates the influence of cooperation. Examining the direct impacts reveals that cooperation is the most influential variable on behavioral intention, which is consistent with the DEMATEL conclusion. Research Implications The current study demonstrates that the network theory is appropriate for explaining the acceptance of blockc","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"125 - 148"},"PeriodicalIF":1.4,"publicationDate":"2023-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44063923","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Impact of Anger and Dependence on Supplier Decision-Making","authors":"Benoit Bourguignon, H. Boeck, Theresa B. Clarke","doi":"10.1080/1051712X.2023.2214546","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2214546","url":null,"abstract":"ABSTRACT Purpose The research combines social exchange theory with the appraisal tendency framework to explore how anger impacts supplier decision-making when threatened by customers. When making the decision whether or not to comply with customers, suppliers may be influenced by other factors explored in this study, including relational norms, procedural justice, cost-benefit analysis, mimetic isomorphism, relationship quality, dependence, and interdependence. Method Over 1,000 respondents were recruited through Mechanical Turk and participated in a scenario-based experiment with vignettes. Using high/low levels of anger, and high-low levels of dependence, each condition assessed compliance and relative importance of supplier outcomes. The study employed mixed-effects logistic regression with a random intercept, Odds-Ratios, and a three-way repeated-measures ANOVA to test hypotheses. Findings This study demonstrates that anger reduces compliance and skews five decision-making criteria. Specifically, anger inflates the influence of (1) relational norm violation and (2) procedural justice but reduces the importance of (3) mimetic isomorphism. Contingent upon whether the supplier is dependent or not, anger can lower the influence of (4) cost-benefit analysis (if not dependent) and (5) relationship quality (if dependent). Research Implications This manuscript addresses the calls for more research by the academic community suggesting that in order to understand B2B exchanges more deeply Social Exchange Theory (SET) should be combined with other theories.While integrating the appraisal tendency framework (ATF) and SET, this study reduces criticisms about prior research that ignore emotions in social exchanges and provides ideas for how organizational decision-making can be influenced by anger. Practical Implications By understanding how anger influences suppliers, both parties can make better decisions and decrease the possibility of relationship dissolution. Originality/Value/Contribution This study highlights the role of anger in organizational decision-making.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"167 - 185"},"PeriodicalIF":1.4,"publicationDate":"2023-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49193076","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}