Not the way it used to be: B2B interactions in the era of ecosystems

IF 3.6 4区管理学 Q2 BUSINESS

Journal of Business & Industrial Marketing Pub Date : 2023-10-24 DOI:10.1108/jbim-03-2023-0180

Brandon Gustafson, Nadia Pomirleanu, Babu John-Mariadoss

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引用次数: 0

Abstract

Purpose The COVID pandemic has prompted B2B and industrial marketing scholars to understand more about how external disruptions impact parties involved in B2B transactions. This paper aims to adopt an ecosystem perspective to conceptually classify the interactions between actors involved in B2B ecosystems. Design/methodology/approach This conceptual paper presents a framework across multiple levels of ecosystem interactions (at micro, meso and macrolevels) to illustrate how value cocreation and knowledge flows (as mechanisms underlying B2B relationships) are related to firm performance. Findings Based on this framework, this paper offers propositions and several research questions about the effects of disruptions and how they propagate among these essential business ecosystem elements. Originality/value This conceptual framework underscores the vital role of relationships and interactions in shaping B2B ecosystems, especially during disruptive periods. With a greater understanding of how these interactions operate across levels (micro, meso and macro), scholars and practitioners may be better able to navigate disruptive periods.

查看原文本刊更多论文

不再是过去的样子:生态系统时代的B2B互动

新冠疫情促使B2B和工业营销学者更多地了解外部中断如何影响B2B交易中的各方。本文旨在从生态系统的角度对B2B生态系统中参与者之间的互动进行概念分类。这篇概念性论文提出了一个跨生态系统交互(微观、中观和宏观层面)多个层面的框架，以说明价值共同创造和知识流动(作为B2B关系的基础机制)如何与企业绩效相关。基于这一框架，本文提出了关于颠覆的影响以及它们如何在这些基本商业生态系统要素之间传播的命题和几个研究问题。这个概念框架强调了关系和互动在塑造B2B生态系统中的重要作用，尤其是在破坏性时期。随着对这些相互作用如何跨层面(微观、中观和宏观)运作的更深入了解，学者和从业者可能能够更好地驾驭破坏性时期。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

Journal of Business & Industrial Marketing BUSINESS-

CiteScore

6.60

自引率

25.80%

发文量

143

期刊介绍： The Journal of Business & Industrial Marketing (JBIM) publishes research on new ideas concerning business-to-business marketing, that is, how one company or organization markets its goods/services/ideas to another company or organization. It is a valuable source for academics, directors and executives of marketing, providing them with new, fresh insights which are applicable within real life settings. JBIM''s emphasis on insistence of proof is one of the cornerstones of its success and its reputation. Contributors to the journal must not only present new theories or ideas, but also back them up with research. In the process, many myths are exploded, philosophies reinvented and the scene set for topical debate on critical issues in B2B marketing. The B2B landscape evolves and so does the research that explores the emerging features and properties of B2B markets. From 2019 the journal hosts the IMP Forum that invites research advancing the boundaries of B2B marketing. Prior research has evidenced that interactivity and interdependences characterize interorganizational business relationships. The Forum aims to bring out research that explores interactivity and interdependences in business relationships and their implications for marketing management, business development and for society at large. Coverage: -Competition and cooperation- Networks in business markets- Buyer behaviour – purchasing and supply management- Managing product offerings- New product development and innovation- Networks in business markets- Distribution and routes to market- Market and customer communication - Customer relationship management- Sales and key account management- Organizing for global markets -