Journal of Business-To-Business Marketing最新文献

{"title":"Reciprocating Business Model Innovation – How Client and Supplier Models Interact","authors":"M. Stone, Eleni Aravopoulou, Ryan Stott, B. Parnell, J. Machtynger, Liz Machtynger, B. Foss","doi":"10.1080/1051712X.2021.1920701","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1920701","url":null,"abstract":"ABSTRACT Purpose The purpose of this article is to show the relationship between changes of industry business model on the supplier side and changes in business model on the client side, using the information technology industry as an example. This is the first paper to investigate supplier-side industry-wide business models and identify their consequences for client-side industry-wide business models. Methodology The methodology is a review of academic and gray literature and conceptual analysis, applied particularly to three client-side industry case studies – financial services, airlines and online video streaming services Findings Changes in the business model on the client side may be contingent on the products and services that emerge from the information and communications technology industry as it changes its business models. Practical implications Client-side companies formulating their business strategies in industries which are highly dependent on successful information management should factor developments in the information and communications technology industry business models into account in their planning. They should also consider how they can influence business model change on the supplier side by changes they make to their information management strategies and processes. Research implications The implications for research are that researching investigating changes in business models, particularly in relation to clients of the IT industry, should consider whether there have been changes in business models on the supplier or client side, and whether and how they have interacted.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43737146","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Impact of the Negotiators’ Personality and Socio-Demographic Factors on Their Perception of Unethical Negotiation Tactics","authors":"Hamida Skandrani, Lilia Fessi, Riadh Ladhari","doi":"10.1080/1051712X.2021.1920700","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1920700","url":null,"abstract":"ABSTRACT Purpose; The study aims to examine the impact of a negotiator’s profile (personality, gender, age and experience) on his perception of unethical negotiation tactics. Design/methodology/approach; A survey has been conducted among 220 middle manager employees and chief executive officers (CEOs) who are directly involved in the negotiation processes and activities for their organizations. A component factor analysis (CFA) was first performed. Then, a multiple regression analysis and ANOVA analysis were conducted to test the study hypotheses. Findings; The study suggests that negotiators with a high level of ‘openness to experience’ perceive the use of ‘traditional competitive bargaining’ and ‘inappropriate information gathering’ as ethical. However, ‘conscientious’ negotiators perceive the use of ‘misrepresentation of information’ and ‘inappropriate information gathering’ as unethical. In addition, negotiators with a high level of ‘agreeableness’ perceive the use of ‘misrepresentation of information’ as inappropriate. ‘Misrepresentation of information’ was perceived as more inappropriate for women than for men. Finally, older and highly experienced negotiators perceive ‘inappropriate information gathering’ as unethical more than younger and less experienced ones. Research limitations/implications; The study measures perceptions rather than actual behavior. Practical implications; The study findings could help firms to identify the more suitable profiles in terms of socio-demographic variables and also personality traits for positions related to negotiation with their stakeholders, especially for those with more long-term orientations. Social implications; Recognizing the potential of businesses to provide an important contribution to society and the large influence of business ethics in people’s everyday lives, including business managers’, trigger a better grasp of the factors that help alleviate unethical practices and that nurture a business culture embedded in an increasing demand for business ethics worldwide. Negotiators are not the exception. Hence, identifying which personality traits are likely to predispose negotiators to endorse unethical negotiation tactics may help shape training programs suitable to produce favorable inclinations to comply with ethical negotiations’ principles. This seems to be possible, on the face of the recent findings suggesting the likelihood of personality traits changes, following the implementation of some particular actions. Originality/value; To the best of our knowledge, this study is among the few that examine the impact of the negotiator’s personality traits and his socio-demographic variables on his perception of the appropriateness of negotiation tactics. This study is in line with calls to reconsider the role that personality plays in negotiation processes, ethical/unethical behavior and outcomes, after a long period of skepticism among scholars as to its significant impact.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44912447","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Influence of B to B Firms Use of Multiple Social Media Platforms on Relationship Sales Performance: An Institutional Perspective","authors":"K. Kooli, Nektarios Tzempelikos, Mohamad Yassine Hammouda","doi":"10.1080/1051712X.2021.1920697","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1920697","url":null,"abstract":"ABSTRACT Purpose: Overwhelmed by the huge rise in the number of social media (SM) platforms, B to B firms have been increasingly using multiple social media (SM) platforms to enhance their relationships with their customers. The purpose of this study is to investigate the influence of the competitive pressure to use SM on B to B firms use of multiple SM platforms, organization and individual SM competences and on relationship sales performance. Method: An online survey is implemented to collect data from B to B firms from different industries in an emerging market, i.e. Kuwait, to produce 152 usable questionnaires. Structural equation modeling is carried out using Smart PLS 3. Findings: The main findings show that competitive pressure to use SM fully influences relationship sales performance through individual social media competence. It also influences relationship sales performance through two mediations (1) organizational SM competence, (2) on a less important level, through the use of multiple SM platforms and organizational SM competence. Additionally, both organization and individual SM competence are found to significantly influence relationship sales performance. Implications: This study uncovers the complex mechanism through which competitive pressures to use social media influence both individual and organization social media competence and their relationship with their customers. It demonstrates that the use of multiple SM platforms significantly increases relationship sales performance, but this influence is weak. Therefore, top managers must choose the right number of SM platforms and design clear SM strategies. Originality: This study sheds light on the influence of competitive pressure to use SM on B to B firms’ relationships with their customers i.e. relationship sales performance. This coercive pressure could potentially spread B to B firms’ resources over a large number of SM and lead to poor SM presence. The study also emphasizes the role of top management in choosing the optimal combination of SM platforms and developing their organization SM competence.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48981128","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Business-to-Business Marketing in the Light of the Evolution of the Business Environment","authors":"Nektarios Tzempelikos","doi":"10.1080/1051712X.2021.1920696","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1920696","url":null,"abstract":"Introduction and overview of the special issue Organizations are undergoing deep transformation pertaining to, financialization, globalization and digitalization. In recent decades, “financial markets” shaped western societies and emerging markets. Besides, globalization has transformed economies and societies in distant parts of the world (Arnold and Sikka 2001). Transformation is also associated with digitalization. Indeed, significant and substantial data are exchanged instantly and continuously within and between organizations as well as individuals. In this context, new opportunities as well as threats, e.g. new markets, more efficient management strategy, stakeholders power balance, blurry organizational frontiers, constantly expose decision makers to new challenges. These deep transformations influence the way organizations design, perform and monitor many of their activities, e.g. marketing management, internal marketing, digital marketing, social media marketing, information and knowledge management, business ethics etc. (Bouwman et al. 2018; Christen et al. 2019; Parviainen et al. 2017; Riedl et al. 2017). Whilst a large number of organizations are adhering to this dynamic, many others are still lagging behind. In order to change, organizations need to implement creative solutions taking into account issues such as organizational structure, timeframe, expected outcome, their location/ place/physical/digital environment, their ethical conduct among others. Such issues call for new insights into how organizations from different backgrounds are surfing such complex realities. Against this background, the development of this special issue has been inspired by both the aforementioned advances and the 4th Edition of the LIGUE International Conference – in collaboration with Bournemouth University, the Academy of Marketing Business-to-Business Special Interest Group (UK), the Retailing and Digital Marketing Research Center (Canada) and the Association for the Promotion of Innovation and Quality (APIQISCAE, Tunisia) – addressing the theme of “Deep Transformation and the Future of Organizations”, in Tunis, 6 & 7 December 2019. This special issue “Business-to-Business Marketing in the Light of the Evolution of the Business Environment” was developed by Nektarios Tzempelikos (Anglia Ruskin University, School of Management) and brings together six superb articles discussing the latest thinking about recent changes in the business environment and their implications for business-tobusiness marketing. The papers are positioned both in terms of the recent changes in the economic and business setting such as digital/social media interaction between buyers and sellers and in terms of how business-to-business companies can utilize advancements on the information technology field such as digital transformation and social media applications to respond to the evolution of the complex business environment. We next elaborate on the specifics of the special iss","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42473584","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Developments in B to B and B to C Marketing and Sales Automation Systems","authors":"M. Stone, Neil Woodcock","doi":"10.1080/1051712X.2021.1920702","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1920702","url":null,"abstract":"ABSTRACT Purpose This viewpoint article considers the impact of the latest developments in information and communications technology on the automation of and support for marketing and sales. It compares the situation in business to business and business to consumer markets and identifies the similarities and differences between the two. It compares the situation with what is being covered in academic literature – mostly CRM systems, social media and platform supply – and identifies gaps in academic research – with the purpose of giving clear guidance for academics who are researching or teaching in this area, from practitioners who are involved deeply in the area. Methodology The methodology is a review of academic and gray literature and conceptual analysis, with a strong autoethnographic input from the, one of whom is actively involved in delivery situations involving marketing and sales automations and the other in advising companies in this area. It draws on discussions with practitioners in leading firms, on the trade press, supplier case studies and the experiences of a leading marketing communications agency with its clients to identify best and normal practice. The discussions and advisory input are confidential so cannot be referenced. Findings The automation of marketing and sales activity is progressing quickly, supported by developments in information technology. The review of academic literature shows that academics tend to focus on specific aspects of marketing and sales automation and not on the comprehensive approach followed by leading companies. It is important for academics to keep up with these developments, by reading the professional literature, particularly that relating to comprehensive marketing and sales automation, and by becoming involved in projects with companies that are automating their approaches, focusing particularly on projects which aim to automate the entire marketing and sales process rather than individual parts of it. Practical implications Companies which are falling behind in their use of marketing and sales automation should consider how to embody it in their approach, on a comprehensive rather than a piecemeal basis. This would normally be initiated by a review of the company’s marketing and sales processes and comparison with best practice (overall rather than in specific areas), and then engagement with one or more suppliers of marketing and sales automation systems and services, to identify the benefits of the automation approach and the roadmap to its implementation. Research implications Academics should build into their career plans research projects which will bring them into direct contact with advanced practitioners of marketing and sales automation, probably by case study rather than survey work. This might be through collaboration with consultancy firms which require some secondary research or training inoput.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45912065","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps","authors":"Christian Lautenschlager, Nektarios Tzempelikos","doi":"10.1080/1051712X.2021.1935469","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1935469","url":null,"abstract":"ABSTRACT Purpose: The present work is aimed to provide a comprehensive overview of the research landscape in Key Account Management (KAM) and to identify potential knowledge gaps and under studied research questions in the context of innovation in KAM. Method: Bibliometric and content analyses have been performed. The identified scientific articles underwent into a quantitative and qualitative investigation to map the global research landscape and to measure the evolution of scientific domains and production within KAM. Findings: The study highlights the significance of the corporate strategy, quality of the sales team and organizational framework for the evolution of KAM. Furthermore, the study identified key opinion leaders and current expanding research areas around KAM. Emerging areas for innovation for growth in KAM are cross-culture business management, digital marketing and e-commerce technologies. Implications: This study offers a guide for researchers on the area of KAM providing information on scholarly work covering B-to-B marketing insights on innovation in KAM. Originality: The conduction of a systematic review of the relevant literature allows us to understand better the intellectual structure of the field, to synthesize the findings of previous studies, and to identify expanding and emerging research areas. In addition, we identify the most influential publications and authors in the KAM field, providing guidance to researchers and practitioners when conducting research on this subject area.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47318883","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"B to B firms’ motivation to become members of digital platforms: the case of crowd UK","authors":"Sina Ruhland, K. Kooli, L. Wright","doi":"10.1080/1051712X.2021.1920698","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1920698","url":null,"abstract":"ABSTRACT Purpose The purpose of this study is to develop a conceptual framework that identifies the determinants leading to B-to-B firms’ motivations and subsequently to their intentions to become members of a new digital platform from a multi-stakeholders’ perspective, while mapping factors that encourage the intention and actual registration of B-to-B players to use the particular digital platform. Design/methodology/approach A qualitative methodology is adopted as the research study has semi-structured interviews in order to gain in-depth responses with firms, using the context of “This is Crowd Ltd,” a Business to Business firm from the creative industry.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43669673","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Are Women or Men Business-to-Business Salespeople More Engaged on the Job?","authors":"L. Matthews, D. Edmondson, C. Ward","doi":"10.1080/1051712X.2021.1902054","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1902054","url":null,"abstract":"ABSTRACT Research Implications: This exploratory study investigates three possible antecedents to engagement and highlights the differences that gender plays in engaging employees. Overall, this research showcases how grit, ethical climate, and perceived supervisory support positively impact physical and emotional engagement in business-to-business salespeople. More specifically, this study finds that having an ethical climate directly promotes physical engagement for females. However, for males, the impact of ethical climate on physical engagement is mediated through perceived supervisory support. This is shown by the fact that only males exhibited a positive impact of perceived supervisory support on physical engagement coupled with ethical climate’s impact on perceived supervisory support being significantly stronger for males. Therefore, it is imperative that organizations exhibit an ethical climate in order for sales representatives to engage physically in their roles. In addition, it is essential that male sales representatives perceive support from their supervisor since that also directly impacted physical engagement. This study also illuminates that emotional engagement is not formed via ethical climate but instead is directly impacted through perceived supervisory support, whereas the impact is stronger for males than females. Therefore, enhancing perceptions of supervisory support will aid in employees being excited, interested, and enthusiastic towards their job. Finally, although there were no gender differences, the individual construct, grit, positively impacted both physical and emotional engagement for business-to-business salespeople. This trait should be considered in hiring decisions and developed using sales training in the sales workforce. Although this study provides a good initial examination of how physical and emotional engagement can be impacted by grit, ethical climate, and perceived supervisory support in business-to-business sales organizations, this study also highlights the need for additional research on both engagement and how differences in gender might impact these results. Contribution of the article: This is the first study that has examined antecedents to engagement in a business-to-business sales setting. In addition, this study investigates how gender impacts the development of physical and emotional engagement. This study is important to sales research because it highlights how physical and emotional engagement are developed by different antecedents when gender is taken into consideration. Some examples of guidance provided based on the study results can be categorized into three primary categories. These categories include (1) how an organization can exhibit an ethical climate, (2) ways a supervisor can provide support to their salespeople, and (3) sales management training to improve the grittiness of employees.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1902054","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47281684","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"“Indistractable”","authors":"Elisabeth Wilson","doi":"10.1080/1051712X.2021.1893035","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1893035","url":null,"abstract":"","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1893035","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49484589","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Evaluating Service Quality and Service Value in Manufacturer-Distributor Settings: A Systems Approach","authors":"H. Kivijärvi, A. Virta","doi":"10.1080/1051712X.2021.1893032","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1893032","url":null,"abstract":"ABSTRACT Purpose – The purpose of this study is to examine the antecedents of service quality and customer value in a manufacturer-distributor context by elaborating the basic principles of general systems theory. Based on previous research in the field we demonstrate how an initially multidimensional and complicated phenomenon can be explained and predicted by a relatively simple research model. Methodology/approach – After the theoretical discussion, this paper develops a systemic research model for measuring service quality and customer value. The model suggests that input dimensions positively affect process dimensions, which subsequently have a positive effect on output quality. It shows the mechanisms by which factors outside the traditional service management domain impact service outcomes directly and indirectly. Quantitative empirical research was carried out in order to test the hypotheses inherent in the research model, and the data were analyzed using the partial least squares (PLS) method. Findings – Study findings support the widespread idea that perceived service quality and customer value are grounded in the quality of the service process and also on critical input factors. Considering both direct and indirect effects, it seems that the most significant driver behind the service quality and customer value is employee response followed by employee assurance. Nevertheless, it is important to note that both tangibles and visuals (visually appealing physical facilities, equipment, and appearance of personnel), as well as information items (quality and accessibility of information and communication quality), are quite strong predictors of the associated process structures. These service attributes should not be rejected when in pursuit of a comprehensive quality policy in practice. Research Implications – The chief contribution of this study to the research community is that a more definite conceptualization and explanation of the service success can be found by the general systems theory. Practical Implications – Our advice to practitioners, and above all to service management, is that they must do everything in their power to increase the level of employee responsiveness. Without ignoring other dimensions in the quality system, the soft metrics inherent in employee assurance are valued highly by customers. Originality/value – The research model reveals previously unrecognized interactions between eight constructs. Our data and the empirical tests confirm that the adopted approach explains service quality and customer value exceptionally well. In addition to the explanatory power of the proposed approach, due to the methodology chosen, it also has strong predictive power. Thus, the model can be used to predict observations for cases that are similar to the case used in the sample. Even though the specific focus of the study is on the manufacturer-distributor context, the results are applicable to service management in general.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1893032","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46260483","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}