Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2172635
Houcine Akrout, A. Woodside
ABSTRACT Purpose – This article explores the processes, antecedents, and outcome of the concept of trust climate in online negotiations through synchronous video conferencing between international buyers and sellers. Design/methodology/approach – By grounding the concept of trust climate in three complementary theories, and by drawing on the findings of prior research, this study specifies the concept and constructs a conceptual model (four propositions and moderating variables) for understanding trust climate’s processes, antecedents and outcome. Findings – Our proposal asserts that trust climate can result from e-negotiation interactions. A definition of trust climate developed from our research is presented, and it is differentiated from related concepts. Models of trust development indicate that trust develops gradually over time. Building a trust climate in the context of e-negotiation is more a matter of action and reaction in real-time interaction, rather than relationship evolution over time. Research limitations/implications – This research differentiates trust climate from similar concepts, adding theoretical insights toward a better understanding of this concept in online negotiation. The next step is empirical testing. Practical implications – The concept of trust climate should help managers better understand its development and provide valuable information to advance awareness of the processes and drivers of online international negotiation. In the time of COVID-19, there is an increased use of remote negotiation, including in the B2C domain with live streaming or between unions and governments, and this study can be useful for understanding the climate of trust. Originality – Prior research in B-to-B settings does not clearly distinguish between trust and trust climate, at best incorporating the concept into the relational atmosphere. This paper also contributes by deepening the discussion of the advantages of e-communication for the expeditious establishment of trust climate in online negotiations.
{"title":"Trust Climate in International Business-To-Business E-Negotiations: Antecedents, Processes, and Outcomes","authors":"Houcine Akrout, A. Woodside","doi":"10.1080/1051712X.2023.2172635","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2172635","url":null,"abstract":"ABSTRACT Purpose – This article explores the processes, antecedents, and outcome of the concept of trust climate in online negotiations through synchronous video conferencing between international buyers and sellers. Design/methodology/approach – By grounding the concept of trust climate in three complementary theories, and by drawing on the findings of prior research, this study specifies the concept and constructs a conceptual model (four propositions and moderating variables) for understanding trust climate’s processes, antecedents and outcome. Findings – Our proposal asserts that trust climate can result from e-negotiation interactions. A definition of trust climate developed from our research is presented, and it is differentiated from related concepts. Models of trust development indicate that trust develops gradually over time. Building a trust climate in the context of e-negotiation is more a matter of action and reaction in real-time interaction, rather than relationship evolution over time. Research limitations/implications – This research differentiates trust climate from similar concepts, adding theoretical insights toward a better understanding of this concept in online negotiation. The next step is empirical testing. Practical implications – The concept of trust climate should help managers better understand its development and provide valuable information to advance awareness of the processes and drivers of online international negotiation. In the time of COVID-19, there is an increased use of remote negotiation, including in the B2C domain with live streaming or between unions and governments, and this study can be useful for understanding the climate of trust. Originality – Prior research in B-to-B settings does not clearly distinguish between trust and trust climate, at best incorporating the concept into the relational atmosphere. This paper also contributes by deepening the discussion of the advantages of e-communication for the expeditious establishment of trust climate in online negotiations.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48015554","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}
Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2175633
Zhigang Fan, Yansu Wang, Zhenzhou Ying
ABSTRACT Purpose Although the important role of cross-border e-commerce platforms in supporting small and medium-sized enterprises (SMEs) has continuously attracted scholarly attention, existing research overlooks the perspective of value chain processes, which have become more crucial when facing a dual shock from resurgent protectionist policies and the COVID-19 pandemic. This paper deconstructs strategic flexibility from the perspective of value chain processes and further explores the mechanism of cross-border e-commerce platform empowerment on SME export performance. Methodology/approach A total of 425 SMEs participating in cross-border e-commerce platforms were used as the research sample for this empirical study, subsequently analyzing the multiple mediating effects. Findings The results show that strategic flexibility plays a partial mediating role between the empowerment of e-commerce platforms and SMEs’ export performance. Specifically, market flexibility shows a relatively weak significance unlike delivery flexibility, which shows the strongest significance. Originality/Value Following the overall perspective of the platform ecosystem, this study expands and integrates traditional empowerment theory and value chain theory into one analytical framework. It investigates the mechanism through which e-commerce platform empowerment influences a firm's export performance. Practical implications Managerial suggestions for collaborative innovation of cross-border e-commerce platforms and SMEs in China are proposed. SMEs should actively integrate into platforms according to their business characteristics, fully exploit the platform resources, and focus on improving their responsiveness to export markets.
{"title":"Empowerment of Cross-Border E-Commerce Platforms for Small and Medium-Sized Enterprises: Evidence from China","authors":"Zhigang Fan, Yansu Wang, Zhenzhou Ying","doi":"10.1080/1051712X.2023.2175633","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2175633","url":null,"abstract":"ABSTRACT Purpose Although the important role of cross-border e-commerce platforms in supporting small and medium-sized enterprises (SMEs) has continuously attracted scholarly attention, existing research overlooks the perspective of value chain processes, which have become more crucial when facing a dual shock from resurgent protectionist policies and the COVID-19 pandemic. This paper deconstructs strategic flexibility from the perspective of value chain processes and further explores the mechanism of cross-border e-commerce platform empowerment on SME export performance. Methodology/approach A total of 425 SMEs participating in cross-border e-commerce platforms were used as the research sample for this empirical study, subsequently analyzing the multiple mediating effects. Findings The results show that strategic flexibility plays a partial mediating role between the empowerment of e-commerce platforms and SMEs’ export performance. Specifically, market flexibility shows a relatively weak significance unlike delivery flexibility, which shows the strongest significance. Originality/Value Following the overall perspective of the platform ecosystem, this study expands and integrates traditional empowerment theory and value chain theory into one analytical framework. It investigates the mechanism through which e-commerce platform empowerment influences a firm's export performance. Practical implications Managerial suggestions for collaborative innovation of cross-border e-commerce platforms and SMEs in China are proposed. SMEs should actively integrate into platforms according to their business characteristics, fully exploit the platform resources, and focus on improving their responsiveness to export markets.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47813357","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}
Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2188135
Jason Yi Liu, Guijun Zhuang, Chao Feng, Sihan Li
ABSTRACT Purpose This study aims to explore how personal ties and organizational ties between a distributor and its manufacturer influence the altruistic extra-role behavior of the focal distributor and the mediating effect of organizational learning, as well as the moderating effect of environmental dynamism, on the relationship between interfirm relationships and organizational learning. Methodology/approach The authors collect data from 618 household appliance distributors from Mainland China to support most hypotheses. The multilevel regression analysis and bootstrap test are used to test the hypotheses. Findings Both personal ties and organizational ties positively affect distributor organizational learning. Environmental dynamism strengthens the positive relationship between organizational ties and distributor organizational learning; distributor organizational learning plays a mediating role in the positive relationship between interfirm and altruistic extra-role behavior. At the same time, the mediating effect of distributor organizational learning between interfirm relationships and altruistic extra-role behavior becomes stronger with the increase of environmental dynamism. Research implications This study integrates the concept of organizational learning into the framework of research on the relationship between inter-firm relationships and extra-role altruistic behavior. In the background of a global epidemic, the concept of environmental dynamics is used as a boundary effect to deepen our understanding of relationships. The study also offers suggestions on how managers consider inter-firm relationships and extra-role altruistic behavior. Originality/value/contributions This study explores organizational learning as an intermediary mechanism between interfirm relationships and altruistic extra-role behavior, enriching the literature on altruistic extra-role behavior. It uncovers the boundary effect of environmental dynamics to deepen our understanding of the effect of interfirm relationships on organizational learning. It also discusses the antecedents of altruistic extra-role behavior by integrating previous studies and considering the impact of the two types of interfirm relationships simultaneously. Practical implications This study provides several insightful implications for the managers in understanding the impacts of interfirm relationships on altruistic extra-role behavior in business-to-business marketing.
{"title":"How Do Interfirm Relationships Affect Altruistic Extra-Role Behavior? The Mediating Effect of Organizational Learning","authors":"Jason Yi Liu, Guijun Zhuang, Chao Feng, Sihan Li","doi":"10.1080/1051712X.2023.2188135","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2188135","url":null,"abstract":"ABSTRACT Purpose This study aims to explore how personal ties and organizational ties between a distributor and its manufacturer influence the altruistic extra-role behavior of the focal distributor and the mediating effect of organizational learning, as well as the moderating effect of environmental dynamism, on the relationship between interfirm relationships and organizational learning. Methodology/approach The authors collect data from 618 household appliance distributors from Mainland China to support most hypotheses. The multilevel regression analysis and bootstrap test are used to test the hypotheses. Findings Both personal ties and organizational ties positively affect distributor organizational learning. Environmental dynamism strengthens the positive relationship between organizational ties and distributor organizational learning; distributor organizational learning plays a mediating role in the positive relationship between interfirm and altruistic extra-role behavior. At the same time, the mediating effect of distributor organizational learning between interfirm relationships and altruistic extra-role behavior becomes stronger with the increase of environmental dynamism. Research implications This study integrates the concept of organizational learning into the framework of research on the relationship between inter-firm relationships and extra-role altruistic behavior. In the background of a global epidemic, the concept of environmental dynamics is used as a boundary effect to deepen our understanding of relationships. The study also offers suggestions on how managers consider inter-firm relationships and extra-role altruistic behavior. Originality/value/contributions This study explores organizational learning as an intermediary mechanism between interfirm relationships and altruistic extra-role behavior, enriching the literature on altruistic extra-role behavior. It uncovers the boundary effect of environmental dynamics to deepen our understanding of the effect of interfirm relationships on organizational learning. It also discusses the antecedents of altruistic extra-role behavior by integrating previous studies and considering the impact of the two types of interfirm relationships simultaneously. Practical implications This study provides several insightful implications for the managers in understanding the impacts of interfirm relationships on altruistic extra-role behavior in business-to-business marketing.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43512192","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}
Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2180697
Fernando Gimeno-Arias, J. Santos‐Jaén, Ana León-Gómez
ABSTRACT Purpose The objective of this research is to analyze the motivation of a distributor belonging to an official marketing channel to participate in the gray market. We explore this motivation not as an opportunistic behavior but as a strategic decision aligned with the reference group to which it belongs and the homogenization or isomorphism of strategic decisions within the group. Methodology/Approach Based on a survey of a sample of Spanish official distributors of Fast-Moving Consumer Goods (FMCG) and an empirical study using PLS-SEM, found evidence that the imitation effect conditions strategic decisions and can be graduated according to the hierarchical position occupied or legitimacy within the reference group. Findings The hypothesized model was supported by the data. This indicates that the reference group influences the agents that make it up and determines the actions expected of its members, offering a tool to the manufacturer or brand owner to manage the official distribution channel. Originality/Value The investigation of the effect of the reference group on the behavior of the official distributor offers an alternative to the classical explanation of its participation in the gray market, which has not been addressed by the academic literature so far, and which has traditionally been explained by the individual opportunism of the agents. Practical implications The main managerial implication is to provide a monitoring element to the official distribution channel leader, such as influencing the behaviors of the reference group to efficiently manage the marketing channel.
{"title":"The Reference Group as Antecedent of Gray Market Participation: An Empirical Analysis","authors":"Fernando Gimeno-Arias, J. Santos‐Jaén, Ana León-Gómez","doi":"10.1080/1051712X.2023.2180697","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2180697","url":null,"abstract":"ABSTRACT Purpose The objective of this research is to analyze the motivation of a distributor belonging to an official marketing channel to participate in the gray market. We explore this motivation not as an opportunistic behavior but as a strategic decision aligned with the reference group to which it belongs and the homogenization or isomorphism of strategic decisions within the group. Methodology/Approach Based on a survey of a sample of Spanish official distributors of Fast-Moving Consumer Goods (FMCG) and an empirical study using PLS-SEM, found evidence that the imitation effect conditions strategic decisions and can be graduated according to the hierarchical position occupied or legitimacy within the reference group. Findings The hypothesized model was supported by the data. This indicates that the reference group influences the agents that make it up and determines the actions expected of its members, offering a tool to the manufacturer or brand owner to manage the official distribution channel. Originality/Value The investigation of the effect of the reference group on the behavior of the official distributor offers an alternative to the classical explanation of its participation in the gray market, which has not been addressed by the academic literature so far, and which has traditionally been explained by the individual opportunism of the agents. Practical implications The main managerial implication is to provide a monitoring element to the official distribution channel leader, such as influencing the behaviors of the reference group to efficiently manage the marketing channel.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48439937","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}
Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2188134
Pham Ng c Thu Trang, Angelina Nhat Hanh Le, Luc Phan Tan, Julian Ming Sung Cheng
ABSTRACT Purpose The abundance of research in the field of sustainable marketing management necessitates a comprehensively integrated knowledge about the topic. This study aims to map all scientific publications related to sustainability marketing from a firm perspective as collected from the Web of Science database (1900–2021), and subsequently identify potential future research directions. Design/methodology/approach The bibliometric method, particularly bibliographic coupling, is used to describe the evolution over time of research on the topic. Also, the networks and intellectual structures of sustainability marketing management research are visualized and analyzed by VOS viewer algorithm/software. Findings Based on a final list of 606 selected journal articles extracted from the initial 777,577 retrieved items, the bibliographic coupling analysis reveals six clusters within the research field: “sustainable green marketing and design: system perspective,” “sustainability assessment and firm performance,” “social sustainability in the dynamic model and mechanism,” “strategic CSR, corporate sustainability integration and performance,” “impacts of social and environmental sustainability on economic sustainability,” and “environmental sustainability and green management for multinational enterprises.” Practical Implications This study provides insight into the most substantive up-to-date contributions to the field, herein referred to as state-of-the-art thematic topics in sustainability marketing management, thus stipulating fruitful future research avenues for a more developed research community.
{"title":"Sustainable Marketing Management: Using Bibliographic Coupling to Review the State-Of-The-Art and Identify Future Research Prospects","authors":"Pham Ng c Thu Trang, Angelina Nhat Hanh Le, Luc Phan Tan, Julian Ming Sung Cheng","doi":"10.1080/1051712X.2023.2188134","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2188134","url":null,"abstract":"ABSTRACT Purpose The abundance of research in the field of sustainable marketing management necessitates a comprehensively integrated knowledge about the topic. This study aims to map all scientific publications related to sustainability marketing from a firm perspective as collected from the Web of Science database (1900–2021), and subsequently identify potential future research directions. Design/methodology/approach The bibliometric method, particularly bibliographic coupling, is used to describe the evolution over time of research on the topic. Also, the networks and intellectual structures of sustainability marketing management research are visualized and analyzed by VOS viewer algorithm/software. Findings Based on a final list of 606 selected journal articles extracted from the initial 777,577 retrieved items, the bibliographic coupling analysis reveals six clusters within the research field: “sustainable green marketing and design: system perspective,” “sustainability assessment and firm performance,” “social sustainability in the dynamic model and mechanism,” “strategic CSR, corporate sustainability integration and performance,” “impacts of social and environmental sustainability on economic sustainability,” and “environmental sustainability and green management for multinational enterprises.” Practical Implications This study provides insight into the most substantive up-to-date contributions to the field, herein referred to as state-of-the-art thematic topics in sustainability marketing management, thus stipulating fruitful future research avenues for a more developed research community.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48041715","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}
Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2188136
Eun-Jeong Hong, Jiseon Ahn
ABSTRACT Purpose Due to increasing competition, creating and enhancing franchisee patronage behaviors are critical elements in the food franchise industry. Franchise brand-related characteristics are known to influence franchisees’ evaluations. Thus, this paper examines the antecedents of franchisees’ perceived value, which leads to positive behaviors in the food franchise sector. Design/methodology/approach A research model is proposed to describe relationships among different types of functional company characteristics (i.e. quality, innovation, and price) on perceived value and behavioral intentions, and impact of operational involvement in the context of franchisees. A quantitative approach was leveraged to collect 266 usable online questionnaires, together with SmartPLS to analyze the measurement model and proposed hypotheses. Findings Results show that perceived quality on the part of franchisees is the most significant determinant of perceived value, followed by perceived innovation and price. Also, the impact of perceived value on franchisees’ intentions – including continuous and word-of-mouth intentions – is supported. Last, the role of operational involvement (i.e. duration and number of food franchise operations) in perceived value is examined. Originality/value To add to the limited research in the behaviors of franchisees, this study provides useful insights to achieve sustainable growth in the franchise brand context.
{"title":"Role of Functional Company Characteristics on Food Franchisee Behavior","authors":"Eun-Jeong Hong, Jiseon Ahn","doi":"10.1080/1051712X.2023.2188136","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2188136","url":null,"abstract":"ABSTRACT Purpose Due to increasing competition, creating and enhancing franchisee patronage behaviors are critical elements in the food franchise industry. Franchise brand-related characteristics are known to influence franchisees’ evaluations. Thus, this paper examines the antecedents of franchisees’ perceived value, which leads to positive behaviors in the food franchise sector. Design/methodology/approach A research model is proposed to describe relationships among different types of functional company characteristics (i.e. quality, innovation, and price) on perceived value and behavioral intentions, and impact of operational involvement in the context of franchisees. A quantitative approach was leveraged to collect 266 usable online questionnaires, together with SmartPLS to analyze the measurement model and proposed hypotheses. Findings Results show that perceived quality on the part of franchisees is the most significant determinant of perceived value, followed by perceived innovation and price. Also, the impact of perceived value on franchisees’ intentions – including continuous and word-of-mouth intentions – is supported. Last, the role of operational involvement (i.e. duration and number of food franchise operations) in perceived value is examined. Originality/value To add to the limited research in the behaviors of franchisees, this study provides useful insights to achieve sustainable growth in the franchise brand context.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41278087","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}
Pub Date : 2023-01-02DOI: 10.1080/1051712X.2023.2174825
Pedro Mendonça Silva, Arminda Paço, V. Moutinho
ABSTRACT Purpose Omnichannel is a trend also reaching events and their participants. So naturally, the trade fairs will be confronted with this reality of digital transformation. Given that exhibitors generally have the primacy of deciding to participate or not in a trade fair, this study aims to take this further, developing a representative model of exhibitors’ perception of an omnichannel trade fair. Design/methodology/approach This study used a quantitative approach through a survey. Structural equation modeling (SEM) was used on the data collected from 306 Portuguese B2B exhibitors. Within the SEM method, the multi-group causal analysis was also used to analyze the moderating role of the type of exhibitors (between industries and B2B service). Findings A new model is described, incorporating the causal relationships between exhibitors’ perceived compatibility with omnichannel trade fairs and consequent engagement and loyalty. The model reveals the exhibitors’ understanding of omnichannel compatibility with the trade fair’s context, positively influencing their engagement and loyalty. The results also reveal no significant differences between the types of exhibitors (industries and B2B service). Research implications Trade fairs continue to be excellent business-to-business (B2B) marketing tools, and the intensity of the use of digital technologies at events will lead to new challenges and opportunities. But few studies have investigated this topic. Thus, this research investigated the exhibitors’ perception of omnichannel trade fairs and their consequences on engagement and loyalty. Therefore, this research is a relevant contribution to the literature on B2B trade fairs and raises new research lights Practical implications The great differential of omnichannel is precisely in integrating online and offline channels. This positive opening of exhibitors to omnichannel trade fairs extends multiple opportunities and challenges for exhibitors, organizers, and visitors. “Omnicanalization” of trade fairs will imply a convergence strategy that integrates all connectivity channels between the three parties. Originality/value This study’s findings address the gap in trade fair literature concerning the lack of an omnichannel approach, which is a fresh and pertinent perspective.
{"title":"The Trend of Omnichannel Trade Fairs. Are B2B Exhibitors Open to This Challenge? A Study on Portuguese Exhibitors","authors":"Pedro Mendonça Silva, Arminda Paço, V. Moutinho","doi":"10.1080/1051712X.2023.2174825","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2174825","url":null,"abstract":"ABSTRACT Purpose Omnichannel is a trend also reaching events and their participants. So naturally, the trade fairs will be confronted with this reality of digital transformation. Given that exhibitors generally have the primacy of deciding to participate or not in a trade fair, this study aims to take this further, developing a representative model of exhibitors’ perception of an omnichannel trade fair. Design/methodology/approach This study used a quantitative approach through a survey. Structural equation modeling (SEM) was used on the data collected from 306 Portuguese B2B exhibitors. Within the SEM method, the multi-group causal analysis was also used to analyze the moderating role of the type of exhibitors (between industries and B2B service). Findings A new model is described, incorporating the causal relationships between exhibitors’ perceived compatibility with omnichannel trade fairs and consequent engagement and loyalty. The model reveals the exhibitors’ understanding of omnichannel compatibility with the trade fair’s context, positively influencing their engagement and loyalty. The results also reveal no significant differences between the types of exhibitors (industries and B2B service). Research implications Trade fairs continue to be excellent business-to-business (B2B) marketing tools, and the intensity of the use of digital technologies at events will lead to new challenges and opportunities. But few studies have investigated this topic. Thus, this research investigated the exhibitors’ perception of omnichannel trade fairs and their consequences on engagement and loyalty. Therefore, this research is a relevant contribution to the literature on B2B trade fairs and raises new research lights Practical implications The great differential of omnichannel is precisely in integrating online and offline channels. This positive opening of exhibitors to omnichannel trade fairs extends multiple opportunities and challenges for exhibitors, organizers, and visitors. “Omnicanalization” of trade fairs will imply a convergence strategy that integrates all connectivity channels between the three parties. Originality/value This study’s findings address the gap in trade fair literature concerning the lack of an omnichannel approach, which is a fresh and pertinent perspective.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47811196","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}
Pub Date : 2022-09-27DOI: 10.1080/1051712X.2022.2121506
Ryan L. Matthews, Brian N. Rutherford
ABSTRACT Purpose The purpose of this study is to examine the impact of job demands and resources on international salesperson burnout. While general salesperson job demands are known, the current study seeks to identify role demands which are predominantly faced by international sales executives. Methodology/approach Job Demands-Resource Theory provides a foundation to expand the study of burnout to the international sales executive context. In addition, given the lack of established literature on international salesperson burnout, a grounded theory approach is ideal. Thirteen informants with experience selling internationally in all regions of the world were interviewed. The interviews averaged about 30 minutes and equated to 124 transcribed pages.A four-step process was applied to conduct this study. Step 1: Reviewing existing literature to guide the study. Step 2: Determine the analytical approach – including creating the interview guide, establishing sales profile criteria, and determining the data collection process. Step 3: Conducting the interviews, listening to the recorded interviews, and reading the transcripts. Step 4: Identifying themes and reporting the findings. Findings Four job demands are identified that are exacerbated within an international sales context (demands of understanding different cultures, the complexity of international business, understanding business, and demand of international travel). Job resources, at the firm and individual level, are examined as a buffer used to reduce the impact of job demands on burnout. Internal support and resource alignment were impactful at the firm level. Personal investments, personal time, and grit were impactful at the individual level. Additionally, this study identified sales closure rates, work-family conflict, and fight as self-undermining aspects that international sales executives experience. Research implications International sales research has remained limited. In 2011, only 97 articles were found over a 30-year period in the top 15 leading journal. To help address this limitation, this study identifies how job demands can lead to burnout, if not actively managed, within an international sales context. Practical implications The findings from this research indicate that managers need to be cognizant of the complexities of international travel. Duration to win can be much longer, win rates are significantly lower than domestic markets, and expenses can be significantly higher. Maximizing long-term results while balancing short-term costs need considerable attention. At a personal level, sales executives are more impactful when proper company policies and channels for communication with senior executives are aligned.International sales executives work in a function that requires travel away from home for two-to-three weeks at a time. Creating special policies for international sales executives to balance work and family can optimize company profitability while minimizing emp
{"title":"International Industrial Selling: Demands, Resources, and Burnout","authors":"Ryan L. Matthews, Brian N. Rutherford","doi":"10.1080/1051712X.2022.2121506","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2121506","url":null,"abstract":"ABSTRACT Purpose The purpose of this study is to examine the impact of job demands and resources on international salesperson burnout. While general salesperson job demands are known, the current study seeks to identify role demands which are predominantly faced by international sales executives. Methodology/approach Job Demands-Resource Theory provides a foundation to expand the study of burnout to the international sales executive context. In addition, given the lack of established literature on international salesperson burnout, a grounded theory approach is ideal. Thirteen informants with experience selling internationally in all regions of the world were interviewed. The interviews averaged about 30 minutes and equated to 124 transcribed pages.A four-step process was applied to conduct this study. Step 1: Reviewing existing literature to guide the study. Step 2: Determine the analytical approach – including creating the interview guide, establishing sales profile criteria, and determining the data collection process. Step 3: Conducting the interviews, listening to the recorded interviews, and reading the transcripts. Step 4: Identifying themes and reporting the findings. Findings Four job demands are identified that are exacerbated within an international sales context (demands of understanding different cultures, the complexity of international business, understanding business, and demand of international travel). Job resources, at the firm and individual level, are examined as a buffer used to reduce the impact of job demands on burnout. Internal support and resource alignment were impactful at the firm level. Personal investments, personal time, and grit were impactful at the individual level. Additionally, this study identified sales closure rates, work-family conflict, and fight as self-undermining aspects that international sales executives experience. Research implications International sales research has remained limited. In 2011, only 97 articles were found over a 30-year period in the top 15 leading journal. To help address this limitation, this study identifies how job demands can lead to burnout, if not actively managed, within an international sales context. Practical implications The findings from this research indicate that managers need to be cognizant of the complexities of international travel. Duration to win can be much longer, win rates are significantly lower than domestic markets, and expenses can be significantly higher. Maximizing long-term results while balancing short-term costs need considerable attention. At a personal level, sales executives are more impactful when proper company policies and channels for communication with senior executives are aligned.International sales executives work in a function that requires travel away from home for two-to-three weeks at a time. Creating special policies for international sales executives to balance work and family can optimize company profitability while minimizing emp","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-09-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43289502","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}
Pub Date : 2022-09-26DOI: 10.1080/1051712X.2022.2121507
Michael Rodriguez, Stefanie L. Boyer
Many sales organizations are working virtually and connecting with customers differently because of the recent COVID-19 pandemic. In response to this pandemic, which is a prime example of environmental turbulence, many companies are challenged to be more innovative to maintain communication and collaboration with customers (Hartmann and Lussier 2020). Turbulence is an element of the business environment that constrains organizational behavior and performance. This has placed a focus on salespeople embracing collaboration tools and practices to support the new norm of the virtual sales environment. In the last two years, sales organizations’ ability to conduct face-to-face meetings with clients and prospects have been limited. Face-to-face meeting, luncheons, conferences, business events were all but gone due to the pandemic. Yet the responsibility of creating pipeline, delivering sales results and attaining quota never disappeared. Sales organizations have shown the ability to thrive through resiliency through not only grit but technical innovation. The impact of turbulence on performance has been investigated in a series of empirical studies, mostly focused on private sector organizations. A majority of these studies support the proposition that turbulence has a negative effect on performance (e.g., Anderson and Tushman 2001; Li and Atuahene-Gima and Ko 2001; Kuivalainen et al. 2004; Lin and Germain 2003). However, previous research suggests that in a turbulent environment, a firm will tend to make more adjustments and adaptations to become successful than in a stable environment (Sawyer 1993). Miller (1987) argues that as perceived environmental turbulence increases, the firm should devote more attention to innovation to gain advantages from its environment and for the organization. Business-to-business (B2B) organizations have experienced challenges such as an increase in the number of stakeholders in the sales process, customer knowledge, competition, advancements in technology and globalization (Arli, Bauer, and Palmatier 2018; Hartmann, Wieland, and Vargo 2018; Lim 2020; Lussier and Hartmann 2017). The objective of this paper is to build off this existing research and present a conceptual model illustrating the sales ecosystem’s ability to exemplify resilience and leverage technology to address the challenges the recent pandemic has presented to sales organizations. In this paper we conceptualize how environmental turbulence can impact performance. Using resource-based view (RBV) as the foundation we discuss the moderating relationship sales technology has between environmental turbulence and sale performance (see Figure 1). This study builds off the existing sales technology literature and discusses how even in challenging times, sales organizations cannot only survive but thrive during times of certainty. Our first step in the research is to present the theoretical background from the perspective of environmental turbulence and RBV. Next,
由于最近的COVID-19大流行，许多销售组织正在进行虚拟工作，并与客户建立不同的联系。这场大流行是环境动荡的一个主要例子，为了应对这场大流行，许多公司面临着更具创新性的挑战，以保持与客户的沟通和协作(Hartmann and Lussier 2020)。动荡是商业环境中制约组织行为和绩效的一个因素。这使得销售人员开始关注协作工具和实践，以支持虚拟销售环境的新规范。在过去的两年中，销售组织与客户和潜在客户进行面对面会议的能力受到了限制。由于疫情，面对面的会议、午餐、会议、商业活动几乎都消失了。然而，建立渠道、交付销售成果和完成配额的责任从未消失。销售组织已经展示了通过坚韧和技术创新的弹性来茁壮成长的能力。动荡对绩效的影响已经在一系列实证研究中进行了调查，主要集中在私营部门组织。这些研究中的大多数支持湍流对绩效有负面影响的命题(例如，Anderson和Tushman 2001;Li and Atuahene-Gima and Ko 2001;Kuivalainen et al. 2004;Lin and Germain 2003)。然而，先前的研究表明，在动荡的环境中，企业往往会比在稳定的环境中做出更多的调整和适应来获得成功(Sawyer 1993)。Miller(1987)认为，随着感知到的环境动荡的增加，企业应该更多地关注创新，以从环境和组织中获得优势。企业对企业(B2B)组织经历了各种挑战，如销售过程中利益相关者数量的增加、客户知识、竞争、技术进步和全球化(Arli, Bauer, and Palmatier 2018;Hartmann, Wieland, and Vargo 2018;Lim 2020;Lussier and Hartmann 2017)。本文的目的是在现有研究的基础上，提出一个概念模型，说明销售生态系统的弹性能力，并利用技术来应对最近大流行给销售组织带来的挑战。在本文中，我们概念化了环境湍流如何影响性能。以资源基础观点(RBV)为基础，我们讨论了销售技术在环境动荡和销售绩效之间的调节关系(见图1)。本研究建立在现有销售技术文献的基础上，并讨论了即使在充满挑战的时代，销售组织如何不仅能生存，而且能在确定性时期蓬勃发展。研究的第一步是从环境湍流和RBV的角度提出理论背景。接下来，我们展示开发的模型(见图2)及其对协作和销售绩效的影响。未来的研究和管理的启示，然后提供讨论积极的
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Pub Date : 2022-09-21DOI: 10.1080/1051712X.2022.2121510
E. Tanner, Rhett T. Epler, J. F. Tanner
ABSTRACT Purpose This paper examines emotion management through social exchange as an important aspect of coping with the emotional burden of person-career misfit. Person-career misfit, the degree to which the salesperson believes that the sales role is inconsistent with one’s identity, carries a heavy emotional toll when one finds oneself in a poorly-fitting career. A heavy emotional toll can result in myriad negative outcomes and can be troubling for the salesperson who is experiencing the burden. Emotion management and misaligned career-fit are under-researched areas in the domain of professional selling. Moreover, emotion management strategies also warrant study because the world of professional selling is rapidly changing, and the emotional impact of these changes is not fully understood. Method A survey of 325 business-to-business (B2B) salespeople was conducted; the sample frame was a Qualtrics panel. Structural equation modeling with AMOS 27 was applied to examine the proposed framework. Findings When person-career fit is poor, salespeople report greater use of emotion, regulation of emotion, and interpersonal mentalizing. The effects of the emotion management strategies are mediated by emotional labor, which then influences diminished accomplishment and depersonalization. Depersonalization then leads to emotional exhaustion, but diminished accomplishment does not. Emotional work is a necessary and important part of any sales role and engaging in normal customer interactions can have a profound impact on the emotional health of the salesperson. Burnout is a long-standing and pernicious issue for salespeople, and we identify an important antecedent, a poor fit between the salesperson and the sales role. Research Implications Persevering in the face of lack of career fit carries emotional burdens that lead to emotional exhaustion through use and regulation of emotions, as well as interpersonal mentalizing. Burnout is a highly complex process that is unique for salespeople. For example, diminished accomplishment may be a form of coping and warrants further research. The sequencing of burnout also warrants future research. This is especially true as more salespeople are now in a hybrid or work-from-home (WFH) format and might not have as much contact with management or coworkers as in previous times. Organization-level role rejection is potentially very rich and nuanced theoretical outcome that warrants future study. Because of the sheer number of students that go into a sales role, it is highly likely that role rejection and poor career-person fit are common outcomes. This is evidenced by high levels of turnover in many sales roles. Yet, person-career misfit is an insidious form of role stress that remains understudied and under-understood. In addition, quit-while-succeeding is another theoretical extension that deserves future attention. Quit-while-succeeding means that a salesperson will do well and in spite of such success, suddenly leave
{"title":"Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout","authors":"E. Tanner, Rhett T. Epler, J. F. Tanner","doi":"10.1080/1051712X.2022.2121510","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2121510","url":null,"abstract":"ABSTRACT Purpose This paper examines emotion management through social exchange as an important aspect of coping with the emotional burden of person-career misfit. Person-career misfit, the degree to which the salesperson believes that the sales role is inconsistent with one’s identity, carries a heavy emotional toll when one finds oneself in a poorly-fitting career. A heavy emotional toll can result in myriad negative outcomes and can be troubling for the salesperson who is experiencing the burden. Emotion management and misaligned career-fit are under-researched areas in the domain of professional selling. Moreover, emotion management strategies also warrant study because the world of professional selling is rapidly changing, and the emotional impact of these changes is not fully understood. Method A survey of 325 business-to-business (B2B) salespeople was conducted; the sample frame was a Qualtrics panel. Structural equation modeling with AMOS 27 was applied to examine the proposed framework. Findings When person-career fit is poor, salespeople report greater use of emotion, regulation of emotion, and interpersonal mentalizing. The effects of the emotion management strategies are mediated by emotional labor, which then influences diminished accomplishment and depersonalization. Depersonalization then leads to emotional exhaustion, but diminished accomplishment does not. Emotional work is a necessary and important part of any sales role and engaging in normal customer interactions can have a profound impact on the emotional health of the salesperson. Burnout is a long-standing and pernicious issue for salespeople, and we identify an important antecedent, a poor fit between the salesperson and the sales role. Research Implications Persevering in the face of lack of career fit carries emotional burdens that lead to emotional exhaustion through use and regulation of emotions, as well as interpersonal mentalizing. Burnout is a highly complex process that is unique for salespeople. For example, diminished accomplishment may be a form of coping and warrants further research. The sequencing of burnout also warrants future research. This is especially true as more salespeople are now in a hybrid or work-from-home (WFH) format and might not have as much contact with management or coworkers as in previous times. Organization-level role rejection is potentially very rich and nuanced theoretical outcome that warrants future study. Because of the sheer number of students that go into a sales role, it is highly likely that role rejection and poor career-person fit are common outcomes. This is evidenced by high levels of turnover in many sales roles. Yet, person-career misfit is an insidious form of role stress that remains understudied and under-understood. In addition, quit-while-succeeding is another theoretical extension that deserves future attention. Quit-while-succeeding means that a salesperson will do well and in spite of such success, suddenly leave","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-09-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47390259","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}
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