Pub Date : 2022-03-30DOI: 10.1080/1051712X.2022.2051833
G. Nussipova
ABSTRACT Purpose Although the literature acknowledges the importance of value proposition change, existing research on how the value proposition can change remains relatively limited. The aim of the study was to develop a framework to explore how the value proposition evolves over time in the case of emerging technologies. Methodology/approach Based on a single case and a processual approach, the longitudinal research design tracks changes in the value proposition over a 25-year period. Findings The study provides a nuanced account of how framing of the value proposition shifted from vision to network and finally to usage through synergetic relationships with customers as the firm moved from startup to IPO and ultimately to public company. On this view, the value proposition emerges as a dynamic communication process that reduces customer uncertainty about the value of new technologies, leveraging company’s resources and competencies. Research implications The findings confirm that value proposition change can be understood as a dynamic communication process that can reduce uncertainty about new technologies and highlights the role of vision in guiding the overall evolution of the value proposition over time, including networking and usage. Practical implications The study confirms the importance of reframing the value proposition over time to address customer uncertainty about the value of new technologies, enabling companies to influence expectations by making certain benefits salient. The study also confirms the importance of adopting a proactive approach to value proposition change. Originality The study’s primary contribution is the development of a framework for exploring value proposition change in emerging technologies in terms of three distinct frames: vision, network, and usage.
{"title":"Framing Changes of the Value Proposition of Emerging Technologies in a B2B Context","authors":"G. Nussipova","doi":"10.1080/1051712X.2022.2051833","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2051833","url":null,"abstract":"ABSTRACT Purpose Although the literature acknowledges the importance of value proposition change, existing research on how the value proposition can change remains relatively limited. The aim of the study was to develop a framework to explore how the value proposition evolves over time in the case of emerging technologies. Methodology/approach Based on a single case and a processual approach, the longitudinal research design tracks changes in the value proposition over a 25-year period. Findings The study provides a nuanced account of how framing of the value proposition shifted from vision to network and finally to usage through synergetic relationships with customers as the firm moved from startup to IPO and ultimately to public company. On this view, the value proposition emerges as a dynamic communication process that reduces customer uncertainty about the value of new technologies, leveraging company’s resources and competencies. Research implications The findings confirm that value proposition change can be understood as a dynamic communication process that can reduce uncertainty about new technologies and highlights the role of vision in guiding the overall evolution of the value proposition over time, including networking and usage. Practical implications The study confirms the importance of reframing the value proposition over time to address customer uncertainty about the value of new technologies, enabling companies to influence expectations by making certain benefits salient. The study also confirms the importance of adopting a proactive approach to value proposition change. Originality The study’s primary contribution is the development of a framework for exploring value proposition change in emerging technologies in terms of three distinct frames: vision, network, and usage.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-03-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46099584","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 : 2022-03-30DOI: 10.1080/1051712X.2022.2058543
Theresa Eriksson
ABSTRACT Purpose Providing B2B marketing with insights into the nascently explored generalized social exchange dimension paying it forward. Marketing is an ongoing exchange relationship of particular significance in the B2B context, where exchanges often are indirect. Therefore, understanding the generalized exchange mechanism paying it forward is important in order to derive value from it, both as a manager of marketing teams (intra-firm) and as a participant in inter-firm exchange relationships. Methodology/Approach By reviewing extant research, this conceptual paper provides a synthesis of paying it forward exchange, how it occurs and can be encouraged in the inter- and intra-firm B2B marketing contexts and proposes a researchable and practically applicable framework, as well as a series of researchable propositions. Findings Founded on the understanding that paying it forward is an extra-role behavior (i.e., not defined by a job description or contract) that occurs both within and between firms, this work presents a conceptual framework as well as a series of researchable propositions with regard to the benefits that can be derived from paying it forward behavior. The framework proposes four different modes (peer, partner, affiliation, and alliance) under which marketers can facilitate or participate in the paying it forward type of exchange. The dimensions of the framework are relational interdependence and the intra-and inter-firm settings. These different modes emerge naturally based on the type of interaction. Depending on the circumstances, an individual could operate in any of the four modes, however depending on mode they operate in there are different key considerations to focus on. Originality/value Makes contributions to literature by providing a synthesis of the generalized social exchange dimension paying it forward, drawing conclusions, and developing a comprehensive framework and researchable propositions for marketing related intra- and inter-firm paying it forward exchange behavior. Academics and practitioners benefit from understanding the value paying it forward may provide and improve the role marketers play in both facilitating and participating in this type of exchange, yet to date this behavior has received scant attention. Practical implications Provides practitioners a synthesis of paying it forward exchange and outlines why and how it is relevant in a B2B marketing context, how it can be encouraged and what managers need to know to make use of its advantages and avoid its pitfalls.
{"title":"Growing through Giving: The Role of Paying it Forward in Business-to-Business Marketing","authors":"Theresa Eriksson","doi":"10.1080/1051712X.2022.2058543","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2058543","url":null,"abstract":"ABSTRACT Purpose Providing B2B marketing with insights into the nascently explored generalized social exchange dimension paying it forward. Marketing is an ongoing exchange relationship of particular significance in the B2B context, where exchanges often are indirect. Therefore, understanding the generalized exchange mechanism paying it forward is important in order to derive value from it, both as a manager of marketing teams (intra-firm) and as a participant in inter-firm exchange relationships. Methodology/Approach By reviewing extant research, this conceptual paper provides a synthesis of paying it forward exchange, how it occurs and can be encouraged in the inter- and intra-firm B2B marketing contexts and proposes a researchable and practically applicable framework, as well as a series of researchable propositions. Findings Founded on the understanding that paying it forward is an extra-role behavior (i.e., not defined by a job description or contract) that occurs both within and between firms, this work presents a conceptual framework as well as a series of researchable propositions with regard to the benefits that can be derived from paying it forward behavior. The framework proposes four different modes (peer, partner, affiliation, and alliance) under which marketers can facilitate or participate in the paying it forward type of exchange. The dimensions of the framework are relational interdependence and the intra-and inter-firm settings. These different modes emerge naturally based on the type of interaction. Depending on the circumstances, an individual could operate in any of the four modes, however depending on mode they operate in there are different key considerations to focus on. Originality/value Makes contributions to literature by providing a synthesis of the generalized social exchange dimension paying it forward, drawing conclusions, and developing a comprehensive framework and researchable propositions for marketing related intra- and inter-firm paying it forward exchange behavior. Academics and practitioners benefit from understanding the value paying it forward may provide and improve the role marketers play in both facilitating and participating in this type of exchange, yet to date this behavior has received scant attention. Practical implications Provides practitioners a synthesis of paying it forward exchange and outlines why and how it is relevant in a B2B marketing context, how it can be encouraged and what managers need to know to make use of its advantages and avoid its pitfalls.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-03-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41605665","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 : 2022-03-29DOI: 10.1080/1051712X.2022.2058547
Ruifeng Wei, Guijun Zhuang, Sihan Li
ABSTRACT Purpose Scholars have conducted extensive research regarding contractual governance in marketing channels. Operationalizing contractual governance intensity as contract specificity, researchers focused on the impact of contract specificity, while little effort has been paid to the impact of contract enforcement. As a distinct construct of contractual governance mechanism, contract enforcement largely determines the integrity of contracts and the effectiveness of their coordination effects. Dividing contractual governance into contract specificity and contract enforcement, this paper examines the direct and interactive effects of contract specificity and contract enforcement on channel opportunism and conflict. It tries to answer: (1) How do contract specificity and distributor contract enforcement affect supplier opportunism and channel conflict respectively? (2) What are the interactive effect of specificity and enforcement when they are considered simultaneously? Methodology/Approach The paper proposed a research model by taking contract specificity, distributor contract enforcement and their interaction as the antecedents, and supplier opportunism and channel conflict between distributor and supplier as the consequences. To test the model, with the help of a large domestic household appliance supplier in China, we collected data from the side of distributors, and analyzed the data from 607 valid responses with structural equation model (SEM). Findings Both contract specificity and distributor contract enforcement would respectively inhibit supplier opportunism, and supplier opportunism in turn would be positively associated with channel conflict. On the other hand, distributor contract enforcement would increase, while contract specificity would have an insignificant impact on, channel conflict. In addition, interaction between distributor contract enforcement and contract specificity would reduce both supplier opportunism and channel conflict. Originality/Value/Contribution This paper tries to make three contributions. First, it investigated the impact of contractual governance in marketing channels in more depth by dividing contractual governance into two dimensions, namely contractual specificity and contract enforcement, enriching the literature of contractual governance in marketing channels. Second, it empirically tested the impacts of contract enforcement on supplier opportunism and channel conflict between distributor and supplier, to which previous studies have paid little attention. Third, it for the first time considered the interactive effects of contract specificity and contract enforcement on channel opportunism and channel conflict. As a result, it provides a new line of explanation for previous inconsistencies in the effect of contract specificity on channel opportunism as well as channel enforcement on channel opportunism. Practical implications Firms are encouraged to draft specific contracts with their channel partn
{"title":"Impact of Contract Specificity and Enforcement on Channel Opportunism and Conflict","authors":"Ruifeng Wei, Guijun Zhuang, Sihan Li","doi":"10.1080/1051712X.2022.2058547","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2058547","url":null,"abstract":"ABSTRACT Purpose Scholars have conducted extensive research regarding contractual governance in marketing channels. Operationalizing contractual governance intensity as contract specificity, researchers focused on the impact of contract specificity, while little effort has been paid to the impact of contract enforcement. As a distinct construct of contractual governance mechanism, contract enforcement largely determines the integrity of contracts and the effectiveness of their coordination effects. Dividing contractual governance into contract specificity and contract enforcement, this paper examines the direct and interactive effects of contract specificity and contract enforcement on channel opportunism and conflict. It tries to answer: (1) How do contract specificity and distributor contract enforcement affect supplier opportunism and channel conflict respectively? (2) What are the interactive effect of specificity and enforcement when they are considered simultaneously? Methodology/Approach The paper proposed a research model by taking contract specificity, distributor contract enforcement and their interaction as the antecedents, and supplier opportunism and channel conflict between distributor and supplier as the consequences. To test the model, with the help of a large domestic household appliance supplier in China, we collected data from the side of distributors, and analyzed the data from 607 valid responses with structural equation model (SEM). Findings Both contract specificity and distributor contract enforcement would respectively inhibit supplier opportunism, and supplier opportunism in turn would be positively associated with channel conflict. On the other hand, distributor contract enforcement would increase, while contract specificity would have an insignificant impact on, channel conflict. In addition, interaction between distributor contract enforcement and contract specificity would reduce both supplier opportunism and channel conflict. Originality/Value/Contribution This paper tries to make three contributions. First, it investigated the impact of contractual governance in marketing channels in more depth by dividing contractual governance into two dimensions, namely contractual specificity and contract enforcement, enriching the literature of contractual governance in marketing channels. Second, it empirically tested the impacts of contract enforcement on supplier opportunism and channel conflict between distributor and supplier, to which previous studies have paid little attention. Third, it for the first time considered the interactive effects of contract specificity and contract enforcement on channel opportunism and channel conflict. As a result, it provides a new line of explanation for previous inconsistencies in the effect of contract specificity on channel opportunism as well as channel enforcement on channel opportunism. Practical implications Firms are encouraged to draft specific contracts with their channel partn","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-03-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41246028","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 : 2022-03-28DOI: 10.1080/1051712X.2022.2058542
Nektarios Tzempelikos
ABSTRACT Purpose This interlude mirrors some of the issues raised in Tanner’s recent paper (2021) on areas of contribution, made to the field: a review of several inflection points that led to the evolution of business-to-business (B-to-B) marketing research, the lack of relevance of B-to-B marketing research, and the challenge of little B-to-B research reaching mainstream journals. Acknowledged is that the issues addressed are timely and relevant to an inquiry into the current state of B-to-B research. It is agreed that B-to-B research remains under-represented in marketing literature and that B-to-B marketing research should be of value, if more practical. However, it is also argued that a more thoughtful discussion on the journals that publish B-to-B marketing studies is needed. There is a rising trend in the number and impact of Journal of Business to Business Marketing (JBBM) publications per year, not fully captured in Tanner’s study. This paper, augments that paper, by reflecting on some of the issues raised, while discussing implications beneficial for all our organizational marketing researchers. Design/methodology/approach This is both an assessment of historical data, literature review, and a contemporary analysis of business marketing research. It is based on the author’ interpretation of the case of relevance in B-to-B marketing research and the relative importance of JBBM within the field of B-to-B marketing. Findings A stronger case is made, for the relevance gap in B-to-B marketing research providing insights on, what does managerial relevance involve, why is there a gap between academics and practitioners, and how the gap can be bridged. Academics and practitioners agree that academic research should be of more practical value. However, their respective priorities differ. For academics publishing in refereed journals is the first priority and influencing practice is lower priority, while practitioners are not interested in the methodological and theoretical advances of business marketing research; their priority is to satisfy day-to-day practical needs. In addition, this article corrects the record on the relative importance of B-to-B journals in the contribution of studies of B-to-B marketing. JBBM’s growth in quality and influence to the field is documented. Practical implications The study provides academics with guidance concerning how B-to-B marketing research can have a greater effect on the practice of marketing. Originality/value This article contributes to the research base by identifying and discussing constantly emerging aspects of the academic/practitioner gap. The study also offers insights into how managerial relevance in marketing research can, practically, be improved. Also, this article reveals the impact that JBBM is achieving by fostering the evolution of business marketing.
{"title":"Some Reflections on the State of Business-to-Business Marketing Research","authors":"Nektarios Tzempelikos","doi":"10.1080/1051712X.2022.2058542","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2058542","url":null,"abstract":"ABSTRACT Purpose This interlude mirrors some of the issues raised in Tanner’s recent paper (2021) on areas of contribution, made to the field: a review of several inflection points that led to the evolution of business-to-business (B-to-B) marketing research, the lack of relevance of B-to-B marketing research, and the challenge of little B-to-B research reaching mainstream journals. Acknowledged is that the issues addressed are timely and relevant to an inquiry into the current state of B-to-B research. It is agreed that B-to-B research remains under-represented in marketing literature and that B-to-B marketing research should be of value, if more practical. However, it is also argued that a more thoughtful discussion on the journals that publish B-to-B marketing studies is needed. There is a rising trend in the number and impact of Journal of Business to Business Marketing (JBBM) publications per year, not fully captured in Tanner’s study. This paper, augments that paper, by reflecting on some of the issues raised, while discussing implications beneficial for all our organizational marketing researchers. Design/methodology/approach This is both an assessment of historical data, literature review, and a contemporary analysis of business marketing research. It is based on the author’ interpretation of the case of relevance in B-to-B marketing research and the relative importance of JBBM within the field of B-to-B marketing. Findings A stronger case is made, for the relevance gap in B-to-B marketing research providing insights on, what does managerial relevance involve, why is there a gap between academics and practitioners, and how the gap can be bridged. Academics and practitioners agree that academic research should be of more practical value. However, their respective priorities differ. For academics publishing in refereed journals is the first priority and influencing practice is lower priority, while practitioners are not interested in the methodological and theoretical advances of business marketing research; their priority is to satisfy day-to-day practical needs. In addition, this article corrects the record on the relative importance of B-to-B journals in the contribution of studies of B-to-B marketing. JBBM’s growth in quality and influence to the field is documented. Practical implications The study provides academics with guidance concerning how B-to-B marketing research can have a greater effect on the practice of marketing. Originality/value This article contributes to the research base by identifying and discussing constantly emerging aspects of the academic/practitioner gap. The study also offers insights into how managerial relevance in marketing research can, practically, be improved. Also, this article reveals the impact that JBBM is achieving by fostering the evolution of business marketing.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42033717","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 : 2022-03-15DOI: 10.1080/1051712X.2022.2051832
D. Edmondson, L. Matthews
ABSTRACT Purpose The most recent health crisis, COVID-19, has been the greatest disruptor to society in centuries. This disruption has significantly impacted how business-to-business organizations conduct business. These disruptions may create changes in work-related attitudes and perceptions for business-to-business employees. However, due to the recency of the pandemic, there is a lack of published comparison studies on employee attitudes and perceptions. Specifically, the overarching research question in this study investigates if differences between pre-pandemic and mid-pandemic exist for ten work-related attitudes and perceptions. Methodology/approach Quantitative survey data using a Qualtrics panel was collected from currently employed business-to-business salespeople from two different time periods. The first survey of three hundred sixty-one participants was completed pre-pandemic (2018) while the second survey of three hundred five participants was completed mid-pandemic (late-2020). All measures were taken from the extant literature using a seven-point scale. Findings Overall, out of ten constructs investigated, five significant differences were identified. Results found that employees mid-pandemic experienced higher levels of organizational support and personal accomplishment than employees pre-pandemic. These employees experienced lower levels of work-family conflict, emotional exhaustion, and turnover intentions mid-pandemic compared to pre-pandemic. No statistically significant differences existed between pre-pandemic and mid-pandemic employees’ attitudes and behaviors for supervisory support, engagement, depersonalization, job satisfaction, and organizational commitment. Contribution of the article This is the first study that has compared the impact of a global health crisis on business-to-business salespeople’s job-related attitudes and behaviors. This study is important because it highlights the impact that a health crisis can have on employees within the organization. In a time of great negativity and uncertainty, these results showcase how a pandemic may have also positively impacted organizations, especially as it relates to the sudden adoption of new technologies. For sales organizations, we provide guidance on ways organizations can be successful post-pandemic.
{"title":"Are Business-to-Business Employees More Engaged or Burned Out amid A Global Health Crisis: A Comparative Study","authors":"D. Edmondson, L. Matthews","doi":"10.1080/1051712X.2022.2051832","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2051832","url":null,"abstract":"ABSTRACT Purpose The most recent health crisis, COVID-19, has been the greatest disruptor to society in centuries. This disruption has significantly impacted how business-to-business organizations conduct business. These disruptions may create changes in work-related attitudes and perceptions for business-to-business employees. However, due to the recency of the pandemic, there is a lack of published comparison studies on employee attitudes and perceptions. Specifically, the overarching research question in this study investigates if differences between pre-pandemic and mid-pandemic exist for ten work-related attitudes and perceptions. Methodology/approach Quantitative survey data using a Qualtrics panel was collected from currently employed business-to-business salespeople from two different time periods. The first survey of three hundred sixty-one participants was completed pre-pandemic (2018) while the second survey of three hundred five participants was completed mid-pandemic (late-2020). All measures were taken from the extant literature using a seven-point scale. Findings Overall, out of ten constructs investigated, five significant differences were identified. Results found that employees mid-pandemic experienced higher levels of organizational support and personal accomplishment than employees pre-pandemic. These employees experienced lower levels of work-family conflict, emotional exhaustion, and turnover intentions mid-pandemic compared to pre-pandemic. No statistically significant differences existed between pre-pandemic and mid-pandemic employees’ attitudes and behaviors for supervisory support, engagement, depersonalization, job satisfaction, and organizational commitment. Contribution of the article This is the first study that has compared the impact of a global health crisis on business-to-business salespeople’s job-related attitudes and behaviors. This study is important because it highlights the impact that a health crisis can have on employees within the organization. In a time of great negativity and uncertainty, these results showcase how a pandemic may have also positively impacted organizations, especially as it relates to the sudden adoption of new technologies. For sales organizations, we provide guidance on ways organizations can be successful post-pandemic.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41607249","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 : 2022-01-02DOI: 10.1080/1051712X.2022.2039480
Nils M. Høgevold, R. Rodríguez, G. Svensson, M. Roberts-Lombard
ABSTRACT Purpose The main purpose of the study is to assess proposed relationships in a model across different settings, where satisfaction is a mediator between quality constructs in a seller-customer relational setting in B2B markets. The positioning of satisfaction as a mediator is between trust and commitment as antecedents of satisfaction, and cooperation, continuity, and coordination as postcedents of satisfaction in seller-customer relationships. The study was quantitative in nature, supported by an exploratory research approach. Data was collected based on a population of companies across Norwegian industries, as reflected in the Norwegian database Sales Navigator on LinkedIn. To enable research on seller-customer business relationships, key informants who adhered to specific criteria (e.g., that they were sales or marketing managers/directors or key account managers) were selected to participate in the study. A total of 841 potential key informants were identified and contacted telephonically to verify whether they qualified to participate in the survey and, if not, to identify an appropriate person who fit the criteria at the same firm. A total of 523 informants adhered to the stipulated criteria to participate in the study, with a total of 213 informants who completed the questionnaire satisfactorily. This resulted in their responses to be used for data analysis purposes, representing a valid response rate of 40.7%. Respondents were requested to name one key business customer with whom they engaged in the last year, and to be mindful of this respondent when answering the questionnaire. To secure privacy, respondents did not have to identify the customer. Furthermore, the respondents were asked to answer the questions to the best of their ability to ensure quality responses to each item in the questionnaire. Design/methodology/approach The questionnaire began with a competency check to ensure respondents were suitable to participate in the study. The respondents were asked, “Please consider how knowledgeable and experienced you are concerning your business and your business dealings with this customer.” They then had to answer the following two statements: a) “I have a lot of knowledge about this customer”; and b) “I have a lot of experiences with this customer,” which were measured using a five-point Likert-type scale, ranging between (1) strongly agree and (5) strongly disagree. Almost all respondents (99.5%) indicated that they had extensive knowledge about the customer, while 94.5% indicated that they had wide-ranging experiences with the customer. The application of a five-point Likert-type scale was secured to determine the degree to which respondents agreed or disagreed with the items included in the questionnaire relating to trust, commitment, satisfaction, coordination, continuity and cooperation in seller–customer relationships. The SPSS/Amos 24.0 software was used to conduct the multivariate analysis. Firstly, a confirmatory
{"title":"Validating the Sequential Logic of Quality Constructs in Seller-customer Business Relationships – Antecedents, Mediator and Outcomes","authors":"Nils M. Høgevold, R. Rodríguez, G. Svensson, M. Roberts-Lombard","doi":"10.1080/1051712X.2022.2039480","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2039480","url":null,"abstract":"ABSTRACT Purpose The main purpose of the study is to assess proposed relationships in a model across different settings, where satisfaction is a mediator between quality constructs in a seller-customer relational setting in B2B markets. The positioning of satisfaction as a mediator is between trust and commitment as antecedents of satisfaction, and cooperation, continuity, and coordination as postcedents of satisfaction in seller-customer relationships. The study was quantitative in nature, supported by an exploratory research approach. Data was collected based on a population of companies across Norwegian industries, as reflected in the Norwegian database Sales Navigator on LinkedIn. To enable research on seller-customer business relationships, key informants who adhered to specific criteria (e.g., that they were sales or marketing managers/directors or key account managers) were selected to participate in the study. A total of 841 potential key informants were identified and contacted telephonically to verify whether they qualified to participate in the survey and, if not, to identify an appropriate person who fit the criteria at the same firm. A total of 523 informants adhered to the stipulated criteria to participate in the study, with a total of 213 informants who completed the questionnaire satisfactorily. This resulted in their responses to be used for data analysis purposes, representing a valid response rate of 40.7%. Respondents were requested to name one key business customer with whom they engaged in the last year, and to be mindful of this respondent when answering the questionnaire. To secure privacy, respondents did not have to identify the customer. Furthermore, the respondents were asked to answer the questions to the best of their ability to ensure quality responses to each item in the questionnaire. Design/methodology/approach The questionnaire began with a competency check to ensure respondents were suitable to participate in the study. The respondents were asked, “Please consider how knowledgeable and experienced you are concerning your business and your business dealings with this customer.” They then had to answer the following two statements: a) “I have a lot of knowledge about this customer”; and b) “I have a lot of experiences with this customer,” which were measured using a five-point Likert-type scale, ranging between (1) strongly agree and (5) strongly disagree. Almost all respondents (99.5%) indicated that they had extensive knowledge about the customer, while 94.5% indicated that they had wide-ranging experiences with the customer. The application of a five-point Likert-type scale was secured to determine the degree to which respondents agreed or disagreed with the items included in the questionnaire relating to trust, commitment, satisfaction, coordination, continuity and cooperation in seller–customer relationships. The SPSS/Amos 24.0 software was used to conduct the multivariate analysis. Firstly, a confirmatory ","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44191043","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 : 2022-01-02DOI: 10.1080/1051712X.2022.2039479
Sheshadri Chatterjee, Ranjan Chaudhuri, D. Vrontis, Pantea Foroudi
ABSTRACT Purpose The purpose of this study is to examine the unethical practices that could take place in the sharing economy and their impact on B2B cooperation and competition among rival firms and their performance. Design/methodology/approach From the literature review and theories, a theoretical model has been developed. The model is later validated using the structural equation modelling technique considering samples from 16 firms involved in sharing resources. Findings The study found that there is a significant negative impact of unethical practices in the sharing economy for B2B coopetition, which in turn negatively impacts firm performance. Research implications The business model for the sharing economy is becoming popular in business-to-business (B2B) marketing literature. Firms can utilize resources of other firms lying idle and reduce cost, optimize resource utilization, and achieve greater flexibility. Some organizations also share their resources with rival firms. However, there are concerns about unethical practices by rival firms, which may be due to the misuse of data, human resources, and intellectual property, and so on. Few studies have investigated the unethical practices that may take place in the sharing economy, but there is a growing interest among the practitioners, researchers, and academicians in this area. Thus, this research investigated the unethical practices that may take place in the sharing economy and its consequences from B2B cooperation and competition perspectives. Originality/value Only a limited number of research studies have investigated the unethical practices that could happen in the sharing economy. This study has investigated the issues of unethical practices in sharing economy from B2B perspective in relation to cooperation and competition among the rival firms which is a unique value proposition. Also, the proposed theoretical model is a unique model and with a high explanative power which is also another unique contribution of this study.
{"title":"Dark Side of Sharing Economy: Examining the Unethical Practices and Its Impact on Coopetition and Firm Performance","authors":"Sheshadri Chatterjee, Ranjan Chaudhuri, D. Vrontis, Pantea Foroudi","doi":"10.1080/1051712X.2022.2039479","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2039479","url":null,"abstract":"ABSTRACT Purpose The purpose of this study is to examine the unethical practices that could take place in the sharing economy and their impact on B2B cooperation and competition among rival firms and their performance. Design/methodology/approach From the literature review and theories, a theoretical model has been developed. The model is later validated using the structural equation modelling technique considering samples from 16 firms involved in sharing resources. Findings The study found that there is a significant negative impact of unethical practices in the sharing economy for B2B coopetition, which in turn negatively impacts firm performance. Research implications The business model for the sharing economy is becoming popular in business-to-business (B2B) marketing literature. Firms can utilize resources of other firms lying idle and reduce cost, optimize resource utilization, and achieve greater flexibility. Some organizations also share their resources with rival firms. However, there are concerns about unethical practices by rival firms, which may be due to the misuse of data, human resources, and intellectual property, and so on. Few studies have investigated the unethical practices that may take place in the sharing economy, but there is a growing interest among the practitioners, researchers, and academicians in this area. Thus, this research investigated the unethical practices that may take place in the sharing economy and its consequences from B2B cooperation and competition perspectives. Originality/value Only a limited number of research studies have investigated the unethical practices that could happen in the sharing economy. This study has investigated the issues of unethical practices in sharing economy from B2B perspective in relation to cooperation and competition among the rival firms which is a unique value proposition. Also, the proposed theoretical model is a unique model and with a high explanative power which is also another unique contribution of this study.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47170605","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 : 2022-01-02DOI: 10.1080/1051712X.2022.2039477
Silke Bambauer-Sachse, Thomas Helbling
ABSTRACT Purpose The study investigates how different constellations of agile and plan-driven project management methods used by in- and out-suppliers, out-supplier reputation, and satisfaction with the in-supplier affect intentions to choose the out-supplier for a new professional service, and whether these effects are mediated by perceived switching costs. Methodology This is a survey-based study with 971 participants in Switzerland using scenarios about a new digital business solution. The data were analyzed using path analysis and analysis of variance. Findings The intention to choose the out-supplier is highest when the out-supplier uses agile methods while the in-supplier uses plan-driven methods. Higher out-supplier reputation leads to lower perceived switching costs and higher intentions to choose the out-supplier. Higher satisfaction with the in-supplier leads to higher perceived switching costs and lower intentions to choose the out-supplier. Research implications The results extend previous research by showing that the constellation of project management methods has stronger effects on perceived switching costs and intentions to choose the out-supplier than have out-supplier reputation and satisfaction with the in-supplier. While perceived switching costs depend more strongly on out-supplier reputation, intentions to choose the out-supplier depend more strongly on satisfaction with the in-supplier. Practical implications Out-suppliers can increase their acquisition rate by using agile methods when competing with an in-supplier using a plan-driven approach. Out-suppliers should proactively communicate the benefits of agile approaches in the business initiation stage, invest in proactive reputation management, and carefully analyze the existing business relationship between the target customer and the in-supplier. If the target customer is satisfied with the in-supplier using an agile approach, it is less likely that the out-supplier will successfully outcompete them. Originality This study is the first to examine the effects of different constellations of project management methods in addition to out-supplier reputation and satisfaction with the in-supplier on perceived procedural switching costs and the intention to choose the out-supplier.
{"title":"Acquiring Professional Service Customers: Do Agile Project Methods Increase the Intention to Choose an Out-supplier?","authors":"Silke Bambauer-Sachse, Thomas Helbling","doi":"10.1080/1051712X.2022.2039477","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2039477","url":null,"abstract":"ABSTRACT Purpose The study investigates how different constellations of agile and plan-driven project management methods used by in- and out-suppliers, out-supplier reputation, and satisfaction with the in-supplier affect intentions to choose the out-supplier for a new professional service, and whether these effects are mediated by perceived switching costs. Methodology This is a survey-based study with 971 participants in Switzerland using scenarios about a new digital business solution. The data were analyzed using path analysis and analysis of variance. Findings The intention to choose the out-supplier is highest when the out-supplier uses agile methods while the in-supplier uses plan-driven methods. Higher out-supplier reputation leads to lower perceived switching costs and higher intentions to choose the out-supplier. Higher satisfaction with the in-supplier leads to higher perceived switching costs and lower intentions to choose the out-supplier. Research implications The results extend previous research by showing that the constellation of project management methods has stronger effects on perceived switching costs and intentions to choose the out-supplier than have out-supplier reputation and satisfaction with the in-supplier. While perceived switching costs depend more strongly on out-supplier reputation, intentions to choose the out-supplier depend more strongly on satisfaction with the in-supplier. Practical implications Out-suppliers can increase their acquisition rate by using agile methods when competing with an in-supplier using a plan-driven approach. Out-suppliers should proactively communicate the benefits of agile approaches in the business initiation stage, invest in proactive reputation management, and carefully analyze the existing business relationship between the target customer and the in-supplier. If the target customer is satisfied with the in-supplier using an agile approach, it is less likely that the out-supplier will successfully outcompete them. Originality This study is the first to examine the effects of different constellations of project management methods in addition to out-supplier reputation and satisfaction with the in-supplier on perceived procedural switching costs and the intention to choose the out-supplier.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49539039","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 : 2022-01-02DOI: 10.1080/1051712X.2022.2039478
Priyanka Sharma, Surajit Saha, M. Balaji
ABSTRACT Purpose In the current business context, deliberations concerning business-to-business relationships (business relationships) and their importance to business firms are increasing. The extensive research in this area over the past three decades had created a need to synthetize existing research. This paper explores the development of business relationships domain concerning (1) publication trend, (2) influential publications, (3) prolific contributors, (4) themes of research, and (5) future research directions. Methodology/Approach This study used the Web of Science core collection to identify influential articles, authors, journals, geographies, universities, and key research themes associated with business relationships. We developed a graphical analysis of the bibliographical material using VOSviewer. Network structures, including keywords co-occurrence and coauthorship analysis, further strengthened our understanding of this domain. Findings The findings showed a consistent increase in research on business relationships since its inception. The content analysis of the keywords revealed four dominant research themes: the role of information and technology in maintaining business relationships, value creation in business relationships, customer satisfaction and loyalty in business relationships, and inter-organizational trust and governance in business relationships. Research Implications This study provides a comprehensive view into research themes in business relationship area. The present study also helps researchers in identifying future directions of research in the business relationships area. Practical Implications The four key dominant themes identified in the study present key managerial insights. According to the research themes, business firms should embrace digital technological tools, collaborate with customers and other stakeholders, develop loyal customers, and implement relational governance mechanisms to develop long-term business relationships. Originality/Value/Contribution of the paper This study provides insight into the advancement of business relationships area by exploring the relevant body of knowledge, dominant research institutions, prominent topics, and future research possibilities. This includes articles published in top management journals from 1990–2020. This bibliometric study is a pioneering effort to map the domain of business-to-business relationships, wherein current insights and future research directions take center stage.
在当前的商业环境中，关于企业对企业关系(业务关系)及其对商业公司的重要性的讨论正在增加。过去三十年来在这一领域的广泛研究产生了综合现有研究的需要。本文探讨了商业关系领域的发展，包括:(1)出版趋势，(2)有影响力的出版物，(3)多产的贡献者，(4)研究主题，(5)未来的研究方向。本研究使用Web of Science核心合集来识别与商业关系相关的有影响力的文章、作者、期刊、地理位置、大学和关键研究主题。我们使用VOSviewer对书目材料进行了图形化分析。包括关键词共现和合著分析在内的网络结构进一步加强了我们对这一领域的理解。调查结果显示，自成立以来，对商业关系的研究不断增加。关键词的内容分析揭示了四个主要的研究主题:信息和技术在维持业务关系中的作用，业务关系中的价值创造，业务关系中的客户满意度和忠诚度，以及业务关系中的组织间信任和治理。本研究对商业关系领域的研究主题提供了一个全面的视角。本研究还有助于研究人员确定业务关系领域的未来研究方向。研究中确定的四个主要主题提出了关键的管理见解。根据研究主题，企业应该拥抱数字技术工具，与客户和其他利益相关者合作，发展忠诚的客户，并实施关系治理机制，以发展长期的业务关系。本研究通过探讨相关的知识体系、主导的研究机构、突出的主题和未来的研究可能性，为商业关系领域的发展提供了深入的见解。这包括从1990年到2020年在顶级管理期刊上发表的文章。这项文献计量学研究是一项开创性的努力，旨在绘制企业对企业关系领域的地图，其中当前的见解和未来的研究方向占据中心位置。
{"title":"Retrospective View and Thematic Analysis of Business-to-Business Relationships through Bibliometric Analysis","authors":"Priyanka Sharma, Surajit Saha, M. Balaji","doi":"10.1080/1051712X.2022.2039478","DOIUrl":"https://doi.org/10.1080/1051712X.2022.2039478","url":null,"abstract":"ABSTRACT Purpose In the current business context, deliberations concerning business-to-business relationships (business relationships) and their importance to business firms are increasing. The extensive research in this area over the past three decades had created a need to synthetize existing research. This paper explores the development of business relationships domain concerning (1) publication trend, (2) influential publications, (3) prolific contributors, (4) themes of research, and (5) future research directions. Methodology/Approach This study used the Web of Science core collection to identify influential articles, authors, journals, geographies, universities, and key research themes associated with business relationships. We developed a graphical analysis of the bibliographical material using VOSviewer. Network structures, including keywords co-occurrence and coauthorship analysis, further strengthened our understanding of this domain. Findings The findings showed a consistent increase in research on business relationships since its inception. The content analysis of the keywords revealed four dominant research themes: the role of information and technology in maintaining business relationships, value creation in business relationships, customer satisfaction and loyalty in business relationships, and inter-organizational trust and governance in business relationships. Research Implications This study provides a comprehensive view into research themes in business relationship area. The present study also helps researchers in identifying future directions of research in the business relationships area. Practical Implications The four key dominant themes identified in the study present key managerial insights. According to the research themes, business firms should embrace digital technological tools, collaborate with customers and other stakeholders, develop loyal customers, and implement relational governance mechanisms to develop long-term business relationships. Originality/Value/Contribution of the paper This study provides insight into the advancement of business relationships area by exploring the relevant body of knowledge, dominant research institutions, prominent topics, and future research possibilities. This includes articles published in top management journals from 1990–2020. This bibliometric study is a pioneering effort to map the domain of business-to-business relationships, wherein current insights and future research directions take center stage.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2022-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42067758","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 : 2021-12-12DOI: 10.1080/1051712x.2021.2012078
I. Alam
{"title":"Integrating Social Media and Traditional Modes of Customer Interaction for New B2B Service Development","authors":"I. Alam","doi":"10.1080/1051712x.2021.2012078","DOIUrl":"https://doi.org/10.1080/1051712x.2021.2012078","url":null,"abstract":"","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42486548","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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