Industrial Marketing Management最新文献_第2页

Exploring the B2B buyer's service facilities network: Characteristics and implications for service availability in technology-enabled services 探索B2B买方的服务设施网络：技术支持服务中服务可用性的特征和含义

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-23 DOI: 10.1016/j.indmarman.2025.12.001

Rafael Teixeira , Aleda V. Roth , Juliana Bonomi Santos , DeWayne Moore

This study highlights the B2B buyer services facilities network and how these networks influence service delivery and performance. The buyer's network is a critical contingency because the supplier delivers its services inside the buyer's buildings and depends on integrating buyer and supplier resources (e.g., electronic devices) for continuous delivery. Building on supply chain management literature, we identify five attributes—number of facilities, geographic distance, geographic density, variety, and volume of services—to characterize buyers' service facilities networks. We analyzed quantitative and qualitative data from Brazil's largest telecom supplier, using secondary data from 143 buyers, 21,808 services, and 3562 facilities to propose a taxonomy of B2B buyers and show how the supplier's service availability and recovery processes varied across buyer types. We focus on technology-enabled services, which require considerable resources from buyers' facilities and are exposed to the effects of the buyer's service facilities network. Our findings contextualize design concepts, offering a comprehensive view of B2B buyers, their complex idiosyncrasies, and how their facilities network affects service availability and suppliers' decisions in the “last mile” delivery context. We respond to calls to incorporate complex thinking into generic service theory and create contextualized knowledge to support service practice.

本研究强调B2B买家服务设施网络以及这些网络如何影响服务交付和绩效。买方的网络是一个关键的突发事件，因为供应商在买方的建筑物内提供服务，并依赖于整合买方和供应商的资源（如电子设备）来持续交付。在供应链管理文献的基础上，我们确定了五个属性——设施数量、地理距离、地理密度、种类和服务数量——来表征买方的服务设施网络。我们分析了来自巴西最大的电信供应商的定量和定性数据，使用了来自143个买家、21,808个服务和3562个设施的辅助数据，提出了B2B买家的分类，并展示了供应商的服务可用性和恢复流程在不同买家类型之间的差异。我们专注于技术支持的服务，这需要来自买家设施的大量资源，并受到买家服务设施网络的影响。我们的研究结果将设计概念语境化，提供了一个全面的观点，B2B买家，他们的复杂特质，以及他们的设施网络如何影响服务的可用性和供应商在“最后一英里”交付环境中的决策。我们响应号召，将复杂的思维融入到通用的服务理论中，并创造情境化的知识来支持服务实践。

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引用次数: 0

B-2-B social media-enabled social selling: A multi-dimensional scale development and validation b2b社交媒体支持的社交销售：多维尺度的开发与验证

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-19 DOI: 10.1016/j.indmarman.2025.12.004

Shivan Sanjay Patel , Shivendra Kumar Pandey , Ashish Kalra

Scholarly interest in social media-enabled selling (SOCSEL) – a strategy that focuses on salesperson social media use to sell to customers - has seen a dramatic rise in recent years. Studies have shown that SOCSEL brings numerous benefits to both salespeople and their organization. Although the benefits of SOCSEL are well known, there is no consensus on its conceptualization, and its measurement remains underdeveloped. In the present study, we derive a multidimensional conceptualization of SOCSEL based on prior conceptualizations. Our scale development process reveals that SOCSEL is best measured by four facets: insight acquisition, networking, engaging stakeholders, and navigating firms' sales cycles. Evidence from three samples of B2B salespeople across a variety of industries provides empirical support for our 4-dimensional structure of the SOCSEL scale. The results suggest that the scale developed in this study is a psychometrically reliable and valid measure that can help advance more empirical works related to SOCSEL.

近年来，学术界对社交媒体销售（SOCSEL）的兴趣急剧上升，这是一种专注于销售人员使用社交媒体向客户销售的策略。研究表明，SOCSEL给销售人员和他们的组织都带来了许多好处。虽然社会sel的好处是众所周知的，但对其概念化没有达成共识，其测量仍然不发达。在本研究中，我们在先前概念化的基础上推导出社会sel的多维概念化。我们的规模发展过程表明，SOCSEL最好通过四个方面来衡量：获取洞察力、网络、吸引利益相关者和引导公司的销售周期。来自不同行业的三个B2B销售人员样本的证据为我们的SOCSEL量表的4维结构提供了实证支持。结果表明，本研究编制的量表在心理计量学上是一种可靠有效的测量方法，有助于推进社会自我认知相关的实证研究。

引用次数: 0

Ingredient branding in industrial B2B2C chains: How corporate brands and sales value propositions drive co-branded equity 工业B2B2C链中的成分品牌：企业品牌和销售价值主张如何推动联合品牌资产

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-18 DOI: 10.1016/j.indmarman.2025.12.009

Fernanda Muniz Junqueira Ottoni , Rafael Barreiros Porto , Marcos Inácio Severo de Almeida , Karim Marini Thomé

In industrial markets, the equity of co-branded offerings hinges on how decision makers interpret alliances between corporate brands. When brand strength is asymmetric, it remains unclear which partner dominates equity formation and when sales value proposition framing adds value. This study investigates how corporate brand strength (strong vs. weak, for host and ingredient firms) and sales value proposition framing (utilitarian vs. symbolic) jointly shape product brand equity across B2B and B2C audiences. Drawing on signaling and information integration theories, we argue that equity formation is contingent on audience type, framing, and brand strength asymmetry. A 2 × 2 × 2 × 2 between-subjects experiment with 558 participants employed simulated ingredient co-branding scenarios in a B2B2C dairy context. Results show that strong host and ingredient brands enhance brand equity, with host brands exerting a systematically stronger influence. Weak host brands substantially depress brand equity, particularly among B2B respondents. Framing effects are contingent: utilitarian framing increases willingness to pay a price premium only when paired with strong host brands in B2B settings. The study advances industrial co-branding research by clarifying when corporate brand dominance and framing congruence drive co-branded product equity across B2B and B2C audiences, highlighting asymmetric brand strength as the primary coordination mechanism.

在工业市场，联合品牌产品的权益取决于决策者如何解读企业品牌之间的联盟。当品牌实力不对称时，仍不清楚哪个合作伙伴主导股权形成，以及销售价值主张框架何时增加价值。本研究探讨了企业品牌实力（对于主业和原料公司而言，强与弱）和销售价值主张框架（功利与象征性）如何共同塑造B2B和B2C受众的产品品牌资产。根据信号和信息整合理论，我们认为股权的形成取决于受众类型、框架和品牌实力的不对称性。558名被试进行了2 × 2 × 2 × 2的被试间实验，采用B2B2C乳制品情境下的模拟成分联合品牌情境。结果表明，强势的主料品牌和食材品牌提升了品牌资产，主料品牌的系统性影响力更强。弱品牌会严重压低品牌价值，尤其是在B2B受访者中。框架效应是偶然的：只有在B2B环境中与强大的主机品牌配对时，功利主义框架效应才会增加支付溢价的意愿。本研究通过澄清企业品牌优势和框架一致性在B2B和B2C受众中驱动联合品牌产品权益的作用，进一步推动了行业联合品牌研究，并强调了不对称品牌优势是主要的协调机制。

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引用次数: 0

Sales funnel structures in B2B digital platforms: Dynamic effects of online sentiment and sales strategies on marketing performance B2B数字平台的销售漏斗结构：在线情绪和销售策略对营销绩效的动态影响

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-17 DOI: 10.1016/j.indmarman.2025.12.005

Marcos Inácio Severo de Almeida , Valter Afonso Vieira , Juliano Domingues da Silva , Xialu Liu , Valter da Silva Faia

B2B digital platforms are virtual spaces where industrial companies showcase their products through online marketplaces, integrating data from buyers and sellers who continuously interact for commercial purposes. Industrial buyers often navigate these platform-driven online sales funnels through diverse journeys, engaging with lower, middle, and higher funnel stages. The existing literature on sales funnels often focuses on isolated or (classic) simultaneous stages rather than providing a holistic view of the funnel structure. Our study contrasts traditional simultaneous models with a novel dynamic non-simultaneous framework, to unravel the sequence (or simultaneity) of marketing efforts driving marketing performance. We further evaluate the cumulative impact of product bundling, cross-selling, and up-selling strategies across funnel stages for industrial buyers on B2B digital platforms. Our key findings reveal: (1) an asymmetrical relationship between cross-selling and up-selling within the funnel, (2) the influence of sales agent sentiment on sales strategy adoption, and (3) the context-dependent suitability of simultaneous versus non-simultaneous structures. Specifically, a 1 % increase in up-selling efforts leads to a 0.70 % increase in sales conversions, underscoring the cumulative effect of targeted strategies. These insights advance research on B2B digital platforms by clarifying the dynamic effects of online sentiment and sales strategies within online sales funnel frameworks.

B2B数字平台是虚拟空间，工业公司通过在线市场展示他们的产品，整合买家和卖家的数据，他们为了商业目的不断互动。工业买家经常通过不同的旅程来浏览这些平台驱动的在线销售渠道，参与低、中、高渠道阶段。现有的关于销售渠道的文献通常侧重于孤立的或（经典的）同步阶段，而不是提供一个整体的渠道结构视图。我们的研究将传统的同步模型与一种新的动态非同步框架进行了对比，以揭示驱动营销绩效的营销努力的顺序（或同时性）。我们进一步评估了产品捆绑、交叉销售和向上销售策略对B2B数字平台上工业买家跨漏斗阶段的累积影响。我们的主要发现揭示了：(1)渠道内交叉销售和向上销售之间的不对称关系，(2)销售代理情绪对销售策略采用的影响，以及(3)同时与非同时结构的上下文依赖适应性。具体来说，向上销售努力增加1%会导致销售转化率增加0.70%，这强调了目标策略的累积效应。这些见解通过澄清在线销售漏斗框架内在线情绪和销售策略的动态影响，推动了B2B数字平台的研究。

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引用次数: 0

Digital co-transformation, interfirm knowledge creation, and collaborative innovation: Symmetrical and asymmetrical drivers of B2B SME performance under threats 数字化协同转型、企业间知识创造与协同创新：威胁下B2B中小企业绩效的对称与不对称驱动因素

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-16 DOI: 10.1016/j.indmarman.2025.12.003

Charles Baah , Yaw Agyabeng-Mensah , Ebenezer Afum , Innocent Senyo Kwesi Acquah , Douglas Opoku Agyeman

The rise of digital technologies presents opportunities and threats across industries. While research shows that large and high-tech firms are embracing digital transformation, there is limited understanding of how small and medium-sized enterprises (SMEs), often constrained by limited resources and inadequate capabilities, navigate these constraints to achieve digital transformation. Addressing this gap, the study employs network and contingency theories, integrating sufficiency and necessity logics to explore the symmetric and asymmetric relationships between digital co-transformation, interfirm knowledge creation, collaborative innovation, and business-to-business (B2B) SME performance, while considering the moderating role of environmental threats. Using partial least squares structural equation modelling (PLS-SEM) and necessary condition analysis (NCA) to analyze time-lag survey data involving 232 B2B SMEs, the symmetric results revealed positive associations between digital co-transformation, interfirm knowledge creation, collaborative innovation, and B2B performance. Furthermore, environmental threats moderated the impact of digital co-transformation on interfirm knowledge creation and collaborative innovation, but not on performance. The asymmetric results also revealed that digital co-transformation, interfirm knowledge creation, and collaborative innovation are necessary conditions for achieving performance, implying that without these factors, desired performance outcomes will be constrained. Overall, the study provides valuable theoretical and managerial insights for enhancing B2B SME performance.

数字技术的兴起为各行各业带来了机遇和威胁。虽然研究表明，大型和高科技公司正在拥抱数字化转型，但人们对中小型企业（sme）如何克服这些制约因素实现数字化转型的了解有限，中小型企业往往受到有限资源和能力不足的限制。为了解决这一问题，本研究运用网络和权变理论，整合充分性和必要性逻辑，探讨了数字化协同转型、企业间知识创造、协同创新与B2B中小企业绩效之间的对称和非对称关系，同时考虑了环境威胁的调节作用。利用偏最小二乘结构方程模型（PLS-SEM）和必要条件分析（NCA）对232家B2B中小企业的时滞调查数据进行分析，对称结果显示数字化协同转型、企业间知识创造、协同创新与B2B绩效之间存在正相关关系。此外，环境威胁调节了数字化协同转型对企业间知识创造和协同创新的影响，但不影响绩效。非对称结果还表明，数字协同转型、企业间知识创造和协同创新是实现绩效的必要条件，这意味着如果没有这些因素，预期的绩效结果将受到限制。总体而言，该研究为提高B2B中小企业绩效提供了有价值的理论和管理见解。

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引用次数: 0

'Retail Business Development Specialists' (RBDS): Understanding customer-facing versus relational performance drivers with Retail-to-Business (R2B) customers “零售业务开发专家”（RBDS）：了解面向客户与零售业务（R2B）客户的关系性能驱动因素

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-10 DOI: 10.1016/j.indmarman.2025.11.009

Christopher R. Plouffe , Carlos Bauer , Michael Peasley , David Mathis

Forward-thinking retail firms (e.g., Apple, Ikea, BestBuy, Verizon) are benefiting from a new customer-facing role, the ‘Retail Business Development Specialist’ (RBDS). Empirical work on the RBDS role has yet to be undertaken in the literature, thus this initial examination of RBDS begins by positioning it as a “Retail-to-Business” (R2B) marketing role whose primary purpose is to serve high-volume customers and grow sales in ways distinct from both B2B and B2C sales positions. We initially explore the RBDS role through a qualitative field and case study (Study 1). Findings from Study 1 indicate that effective RBDS performance is likely predicated upon effectively managing the buyer exchange relationship from both a customer- (CO) and sales-oriented (SO) perspective as well as efficacious usage of various relationship management behaviors. In Study 2, we explore performance in the RBDS role through the lens of selected individual traits, salesperson behavioral orientations (SOCO), and relationship management strategies (i.e., ROC-II), testing these relationships via a field study of 211 RBDS employees. The present research contributes by offering an initial look at this new customer-facing role, while investigating specific traits and relational behaviors that drive performance.

有远见的零售公司（如苹果、宜家、百思买、威瑞森）正受益于一个面向客户的新角色，即“零售业务发展专家”（RBDS）。关于RBDS角色的实证工作尚未在文献中进行，因此对RBDS的初步检查首先将其定位为“零售对企业”（R2B）营销角色，其主要目的是服务大量客户并以不同于B2B和B2C销售职位的方式增长销售。我们通过定性领域和案例研究（研究1）初步探讨了RBDS的作用。研究1的研究结果表明，有效的RBDS绩效可能取决于从客户（CO）和销售导向（SO）的角度有效管理买方交换关系，以及有效使用各种关系管理行为。在研究2中，我们通过选择的个人特质、销售人员行为取向（SOCO）和关系管理策略（即ROC-II）来探讨RBDS角色的绩效，并通过211名RBDS员工的实地研究来检验这些关系。目前的研究提供了对这种新的面向客户角色的初步看法，同时调查了推动绩效的特定特征和关系行为。

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引用次数: 0

Corporate activism in B2B contexts: A typology and research agenda B2B背景下的企业行动主义：类型与研究议程

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-05 DOI: 10.1016/j.indmarman.2025.11.011

Luiza D. Braga , Matheus G. Tardin , Marcelo G. Perin , Amir Grinstein

Corporate activism (CA) refers to companies taking public stances on controversial sociopolitical issues. Existing research has primarily focused on consumer-facing (B2C) contexts, while activism in business-to-business (B2B) settings remains underexplored despite its increasing relevance. This study advances understanding of B2B CA through a three-stage research design. First, we conducted a systematic literature review and extracted six recurring themes: issue domains, forms of support, level of involvement, timing, temporal scope, and value chain orientations. Second, we analyzed real B2B CA cases to assess how these themes manifest empirically. Our findings reveal two unifying constructs: value chain orientation (upstream vs. downstream) and commitment tangibility (intangible vs. tangible) that synthesize the diversity of B2B CA practices. Third, based on these themes, we develop a typology of four archetypes: market-access activism, risk-shield activism, grounded activism, and market-normative activism. We conclude with a research agenda that outlines theoretical, contextual, and methodological priorities for advancing the emerging B2B CA field.

企业行动主义（Corporate activism， CA）是指企业在有争议的社会政治问题上采取公开立场。现有的研究主要集中在面向消费者（B2C）的环境中，而企业对企业（B2B）环境中的行动主义尽管越来越相关，但仍未得到充分探索。本研究通过三个阶段的研究设计来促进对B2B CA的理解。首先，我们进行了系统的文献回顾，并提取了六个反复出现的主题：问题域、支持形式、参与程度、时间、时间范围和价值链方向。其次，我们分析了真实的B2B CA案例，以评估这些主题如何在经验上表现出来。我们的研究结果揭示了两个统一的结构：价值链导向（上游vs下游）和承诺有形性（无形vs有形），它们综合了B2B CA实践的多样性。第三，基于这些主题，我们发展了四种原型的类型学：市场准入行动主义、风险保护行动主义、扎根行动主义和市场规范行动主义。我们总结了一个研究议程，概述了推进新兴B2B CA领域的理论、背景和方法优先事项。

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引用次数: 0

Power dynamics in global supply networks at times of supply crisis 供应危机时期全球供应网络的权力动态

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-04 DOI: 10.1016/j.indmarman.2025.11.012

Ala Arvidsson, José Augusto Campos Garcia, Lisa Govik

This study investigates the shifting power dynamics within global supply networks amidst supply scarcity and the implications for supply security. It focuses on the impact of the semiconductor shortages on automotive original equipment manufacturers (OEMs) between 2020 and 2024, where traditional hierarchies of power shifted, and OEMs had to increasingly rely on their lower-tier suppliers for supply and innovation. Data are collected using a mix of participatory observations, interviews, and secondary sources from the focal OEM (and its holding group), its suppliers, its distributors, and market experts. Utilizing resource dependence theory as a framework, we explore how OEMs navigate these dependencies to secure their supply while facing scarcity. Through an analysis spanning micro (firm), meso (inter-firm and supply network), and macro (environment) levels, this study offers insights into the sources of power and dependencies in the network, strategies for mitigating vulnerabilities and ensuring continuity of supply vis-à-vis dependency. The key strategies identified include diversifying the supplier base, forming strategic alliances, and enhancing information sharing. Further, it reveals the importance of understanding and managing interdependencies within the macro and meso levels, in addition to the micro level, to maintain power balance and the continuous supply of critical components. This study contributes to the literature by advancing the understanding of power dynamics during supply crises and providing practical recommendations for managing interdependencies to maintain supply chain resilience.

本研究探讨在供应短缺的情况下，全球供应网络中的权力动态变化及其对供应安全的影响。它关注的是2020年至2024年间半导体短缺对汽车原始设备制造商（oem）的影响，传统的权力等级发生了变化，oem不得不越来越多地依赖于较低层次的供应商进行供应和创新。数据的收集使用了参与性观察、访谈和来自重点OEM（及其控股集团）、供应商、分销商和市场专家的次要来源。利用资源依赖理论作为框架，我们探讨了oem如何在面临短缺的情况下导航这些依赖关系以确保其供应。通过对微观（企业）、中观（企业间和供应网络）和宏观（环境）层面的分析，本研究提供了对网络中权力和依赖关系的来源、减轻脆弱性和确保供应连续性的策略的见解。确定的关键策略包括使供应商基础多样化、形成战略联盟和加强信息共享。此外，它揭示了在宏观和中观层面上理解和管理相互依赖关系的重要性，以及微观层面，以保持权力平衡和关键部件的持续供应。本研究促进了对供应危机期间权力动力学的理解，并为管理相互依赖关系以维持供应链弹性提供了实用建议，从而对文献有所贡献。

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引用次数: 0

From coopetition to courtroom: The role of litigation frequency in coopetition 从合作到法庭：诉讼频率在合作中的作用

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-03 DOI: 10.1016/j.indmarman.2025.11.010

Carolin Krieweth, Jona Hesse, Malte Brettel

As coopetition among major business players intensifies, both scholarly and managerial interest in inter-firm coopetition has grown. While prior research has emphasized its potential benefits, an emerging stream of work highlights the risks it entails. Among these, litigation frequency remains an understudied yet consequential outcome. This study examines how firms' involvement in coopetitive alliances shapes their overall external litigation exposure. Specifically, we investigate how competition intensity and the presence of coopetition influence firms' litigation frequency. We further examine how balance within coopetitive relationships moderates this effect. We theorize that balanced coopetition mitigates litigation frequency, whereas intensified competition and the mere presence of coopetition increase it. Using a multi-source, cross-industry dataset of 1981 alliances formed by 322 S&P 500 firms between 2004 and 2021, our analysis indicates that both competition intensity and coopetition elevate litigation frequency, while balanced coopetition reduces it by approximately 29 % compared to non-coopeting firms. In doing so, this study contributes to coopetition and litigation research by empirically demonstrating how structural conditions shape firms' external legal exposure, offering a more nuanced view of the dynamics and governance of inter-firm relationships.

随着主要商业参与者之间的合作加剧，学术界和管理层对企业间合作的兴趣都有所增长。虽然先前的研究强调了它的潜在好处，但新兴的工作流强调了它所带来的风险。其中，诉讼频率仍然是一个未被充分研究的重要结果。本研究考察了企业参与竞争联盟如何影响其整体外部诉讼风险。具体而言，我们研究了竞争强度和合作的存在如何影响公司的诉讼频率。我们进一步研究了竞争关系中的平衡如何调节这种影响。我们的理论认为，平衡的合作减少了诉讼频率，而激烈的竞争和单纯的合作增加了诉讼频率。利用2004年至2021年间322家标准普尔500强公司组成的1981个联盟的多来源跨行业数据集，我们的分析表明，竞争强度和合作都提高了诉讼频率，而与非合作公司相比，平衡合作使诉讼频率降低了约29%。在此过程中，本研究通过实证证明结构条件如何影响公司的外部法律风险，为合作和诉讼研究做出了贡献，为公司间关系的动态和治理提供了更细致的视角。

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引用次数: 0

How to succeed in a dysfunctional environment: Configuring marketing agility components for better performance 如何在功能失调的环境中取得成功：配置营销敏捷性组件以获得更好的性能

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management

Pub Date : 2025-12-01 DOI: 10.1016/j.indmarman.2025.11.005

Maria M. Smirnova , Ksenia S. Golovacheva

This study investigates the role of the marketing agility chain in dysfunctional environments. We examine two core components of marketing agility—market sensing and marketing implementation flexibility—and identify configurations that foster superior performance under market uncertainty. Two distinct trajectories of market sensing are explored: customer orientation and innovativeness, both of which enhance the flexible implementation of marketing decisions. Using data from 249 firms in an emerging market, we test the performance effects of the interplay between market sensing and marketing flexibility through structural equation modeling (SEM) and further assess effective configurations using fuzzy-set qualitative comparative analysis (fsQCA). To evaluate outcomes, we employ both subjective and objective performance measures. The results confirm the assumed chain of effects in marketing agility, revealing a strong synergy between its components in creating conditions for superior performance, even in dysfunctional environments.

本研究探讨行销敏捷链在功能失调环境中的作用。我们研究了营销敏捷性的两个核心组成部分——市场感知和营销实施灵活性——并确定了在市场不确定性下促进卓越绩效的配置。本文探讨了两种不同的市场感知轨迹：顾客导向和创新，这两种轨迹都增强了营销决策的灵活性。本文利用来自新兴市场249家企业的数据，通过结构方程模型（SEM）检验了市场感知和营销灵活性之间相互作用对绩效的影响，并利用模糊集定性比较分析（fsQCA）进一步评估了有效配置。为了评估结果，我们采用了主观和客观的绩效指标。研究结果证实了营销敏捷性的连锁效应，揭示了其组成部分之间的强大协同作用，即使在功能失调的环境中，也能创造卓越绩效的条件。

引用次数: 0