Journal of Business-To-Business Marketing最新文献

{"title":"The Effect of Data Empowerment on Channel Resilience: The Roles of Ambidextrous Learning，Guanxi Inertia and Enterprise Openness","authors":"Weiwei Dong, Miaomiao Dong, Jian Qin","doi":"10.1080/1051712x.2023.2289884","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2289884","url":null,"abstract":"Data empowerment is a critical component of enterprises’ digital transformations and plays a pivotal role in the creation of enterprise channel resilience. This paper investigates the process mecha...","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":""},"PeriodicalIF":1.4,"publicationDate":"2023-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138714829","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":"Ecosystem Well-Being and Resilience: Lessons from Crisis Management in Service Organizations","authors":"Elissar Toufaily, Tatiana Zalan","doi":"10.1080/1051712x.2023.2289875","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2289875","url":null,"abstract":"In this paper, we investigate the strategies and approaches adopted by service organizations to navigate a humanitarian crisis and the lessons learnt from the crisis to face a future one. Understan...","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"27 1","pages":""},"PeriodicalIF":1.4,"publicationDate":"2023-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138684923","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":"Institutional Distance and Partnership Governance Arrangements: An Exploratory Study of the Implementation of a Large Cross-Border Reconstruction Project in China","authors":"Xinya Guan, Neale Gilbert O’Connor, Zhigang Wang, Zhilong Tian, S. F. Chan","doi":"10.1080/1051712x.2023.2291452","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2291452","url":null,"abstract":"","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"70 12","pages":""},"PeriodicalIF":1.4,"publicationDate":"2023-12-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138596194","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":"Role of Justice Perception in Relationship Duration, Brand Equity, and Strategic Integration","authors":"Jin Yong Park, Changju Kim","doi":"10.1080/1051712x.2023.2272993","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2272993","url":null,"abstract":"","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"54 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-10-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136069904","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":"Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance","authors":"Yanzhe Liu, Xiaoyu Zhao, Tao Wang","doi":"10.1080/1051712x.2023.2272985","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2272985","url":null,"abstract":"ABSTRACTPurpose This study aims to explore the conception and antecedents of organizational value-based selling (VBS) capability in the business-to-business (B2B) market. Additionally, the present study also explores the contingency conditions between VBS capability and sales performance.Design/methodology/approach This study tested the model hypotheses by applying partial least squares regression to a sample of 186 sales directors or managers of service or product providers in China.Findings Four service-oriented resources in the organization – service-oriented human resource management practices (human), inter-departmental service collaboration (relational), service technology (informational), and end-to-end service processes and standards (organizational) – have a positive impact on VBS capability. In turn, VBS capability positively impacts sales performance, while customer needs complexity and competitive intensity positively moderate the relationship between the preceding two factors.Research limitations/implications This study tested the model hypotheses using cross-sectional subjective data for a single country.Practical implications The results suggest that providers should develop the VBS capability (embodied in understanding customer business, crafting the value proposition, communicating customer value, and verifying value-in-use) to secure a competitive advantage in the marketplace, in conjunction with building and leveraging their service-oriented resources to help VBS capability improve a comparative advantage. In particular, VBS capability tends to be more effective when customer needs are more complex, or the intensity of competition amongst enterprises is high.Originality/value This study conceptualizes and operationalizes the organizational value-based selling capability. Based on the resource-advantage theory, we identified and examined the critical role of four operant resources in forming VBS capability and the moderating effects of two factors related to customer and competitor between VBS capability and sales performance. This study advances and contributes to the existing research on selling capability, value-based selling, and B2B sales management.KEYWORDS: Value-based selling capabilityservice-oriented resourcessales performancecustomer needs complexitycompetitive intensityresource-advantage theorycustomer valueB2B sales Disclosure statementNo potential conflict of interest was reported by the authors.Notes1. For an in-depth comparison between resource advantage and resource-based theory, see Hunt and Davis (Citation2008, 12).Additional informationFundingThe authors gratefully acknowledge the financial support of the National Natural Science Foundation of China (ID: 71472035 and 72172107).","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"os31 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135267525","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":"Can Customer Participation Promote Supplier Green Innovation in the Social Media Environment? The Mediating Role of Green Dynamic Capability and the Moderating Role of Social Media Use","authors":"Jianxin Sun, Baolong Ma, Li Zhao","doi":"10.1080/1051712x.2023.2256312","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2256312","url":null,"abstract":"ABSTRACTPurpose The existing literature has emphasized the significance of guiding customers’ participation in innovation as a means for supplier enterprises to obtain innovation resources and enhance innovation performance. However, in the context of enterprise green innovation, there remains a need to investigate the impact of different forms of customer participation on supplier green innovation. Additionally, with the advent of Internet technology, numerous B2B enterprises are utilizing social media to engage with customers and foster enterprise innovation. However, the role of social media use in the relationship between customer participation and supplier green innovation has not been fully answered. Therefore, this study aims to explore the influence mechanism of customer participation on supplier enterprise green innovation in the social media environment, and to test the moderating effect of social media use.Methodology/Approach To achieve the research goals, a total of 500 survey questionnaires were distributed to the Chinese manufacturing enterprises industry in five province, and 338 valid questionnaires were collected. Data was analyzed using PLS-SEM modeling.Findings Among the three forms of customer participation, interactive information provision and online participation creation have a positive impact on enterprise green innovation. Compared with interactive information provision, the impact of online participation creation on green innovation is stronger, while user independent innovation has no significant impact on green innovation. In addition, in terms of mediating effect, green dynamic capability had a partial mediating role in the relationship between customer interactive information provision and green innovation and online participation creation and green innovation. In terms of the moderating effect, enterprise social media use had a positive moderating role in the relationship between interactive information provision and green dynamic capability and online participation creation and green dynamic capability.Originality/Value/Contribution This research made some important contributions. Firstly, customer participation in the social media environment is divided into three dimensions: interactive information provision, online participation creation and user independent innovation. The influence mechanism of customer participation on green innovation is further studied, and relevant literature on customer participation in innovation is enriched. Secondly, this paper empirically examines the mediating role of green dynamic capability in the relationship between customer participation and green innovation, which has received little attention in previous studies. Thirdly, the moderating effect of social media use on the influence mechanism of customer participation on green innovation is considered for the first time. On the one hand, the application of social media in the field of customer participation in innovation is pro","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"13 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135436828","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 Determinants of Customer Intentions to Use Fintech Services in a Commercial Chinese Bank","authors":"Xiaoxiao Liu, K. Chau, Xiaoyun Liu, Fei Huang","doi":"10.1080/1051712X.2023.2248970","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2248970","url":null,"abstract":"ABSTRACT The development of information technology has revolutionized the financial services offered by commercial banks. A growing number of banks have adopted Fintech services in the financial business to compete with other financial institutions and acquire a larger market share. However, whether customers will accept the new technological products remains subject to debate. This study aimed to analyze the impact mechanism of the intention to use Fintech-based mobile banking. Data were collected from 481 respondents across different regions in China, and structural equation modeling was used to verify the collected sample data. The results showed that system quality, service quality, and information quality of Fintech-based mobile banking positively affected user satisfaction. User satisfaction and bank image had a positive impact on the intention to use Fintech-based mobile banking. In addition, users’ perceived risks associated with the platform had a negative impact on user satisfaction and intention to use. Therefore, commercial banks in China should strengthen publicity, constantly update the effective system, provide stress-free personalized service quality, and pay attention to corporate brand image.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"257 - 276"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41367200","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":"Active or Passive? Examination of Dependency Behavior in Marketing Channels in China","authors":"Ruifeng Wei, Guijun Zhuang, Fanglan Pang","doi":"10.1080/1051712X.2023.2234909","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2234909","url":null,"abstract":"ABSTRACT Purpose Inter-firm dependence is a fundamental construct in the literature of marketing channels. It substantially affects the relationships and behaviors between marketing channel partners. This study aims to examine the differences between active and passive inter-firm dependence regarding the antecedents and effects in the context of marketing channels in China. Methodology/Approach We designed a questionnaire and collected data from the manufacturers in manufacturer and dealer dyads. We obtained 202 valid data in the survey and analyzed the data with Bayesian structural equation modeling (BSEM). Findings First, in a manufacturer and dealer dyad, dealer’s important resources significantly induce active dependence from the manufacturer, and manufacturer’s active dependence, in turn, has a positive impact on manufacturer’s specific asset investments. Second, manufacturer’s specific asset investments positively affect manufacturer’s passive dependence, and this impact on manufacturer’s passive dependence is stronger than the impact of dealer’s important resources on manufacturer’s passive dependence. Third, the manufacturer’s active dependence plays a more important role in increasing dealer’s power than manufacturer’s passive dependence. Contribution Primarily, we clearly define active and passive dependence, and test whether differences exist between these two types of dependence regarding the antecedents and consequences. Besides, we develop a scale of active dependence which may be referred to in the future studies of inter-firm dependence. Implications Marketing managers should be aware of differences between active and passive inter-firm dependence when dealing with partners. They should also recognize that although both important resources and specific asset investments could change the structure of inter-firm dependence, their effects may be different.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"297 - 310"},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49655073","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":"Soft Power Effect on Long-Term Buyer-Seller Relationship: A Fuzzy Multi-Criteria Decision-Making Approach and Evidence from the Turkish Smartphone Sector","authors":"Haldun Çolak, Şenay Lezki","doi":"10.1080/1051712X.2023.2211580","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2211580","url":null,"abstract":"ABSTRACT Purpose Power is crucial in influencing the parties’ mutual relations during supply chain transactions. In this context, power can be defined as the ability of a firm, which is in the position of buyer or seller, to influence the behaviors and decisions of the other party or to move them in line with their wishes. In some cases, the power may lie with the commercial buyer and, in some cases, with the seller. The characteristics of the sector usually shape this position. In addition, power itself is classified as coercive and non-coercive power according to how it is exercised. Coercive power directs the other party to the target behaviors with imposition and punishments. Non-coercive power, on the other hand, directs the target behaviors by using rewards and creating attraction points. According to the resource dependency theory, companies with coercive power are usually the leading companies due to having vital resources for other stakeholders in the supply chain. Studies have shown that non-coercive power should also be considered an essential factor in terms of maintaining the relationship in the long term. However, no study has been found on the effect of non-coercive power and the coercive power of the companies that are in a strong position in making the supplier selection decision of the buyers at the beginning. As a reason for this, it can be shown that the coverage of non-coercive power elements in the literature is insufficient, and some of them are used as coercive power elements. In this sense, it is suggested for the first time that the concept of soft power, generally used in the literature to explain power relations among countries or organizations, should be included in the analysis to explain power relations within the supply chain. Therefore, this study aims to analyze the effect of soft power, including non-coercive power factors, in buyer-seller relations and to determine whether the soft power elements differentiate the supplier selection decisions of the buyers. Methodology The decision problem discussed in the study is considered a multi-criteria decision-making problem since many factors are influential in evaluating alternatives, and the solution is conducted with multi-criteria decision-making techniques. Accordingly, soft power factors constitute the effective criteria in the decision problem. Suppliers are the alternatives in the decision problem. As a result of the literature review and subsequent expert comments, eight soft power factors were identified as the criteria for evaluating alternatives in the decision problem: culture (CU), values (VA), policies (PL), image (IMG), knowledge sharing (KS), expert power (EXP), reference power (RFP), and agenda setting (AS). The smartphone and accessories sector, where suppliers hold power, is the sector to be implemented. The data were obtained from Eskişehir, Turkey. The choice of the province was influenced by the city having three universities, and the market bein","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"237 - 255"},"PeriodicalIF":1.4,"publicationDate":"2023-05-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49565151","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":"Referral Effect in B2B Competitive Marketing - the Ceiling Effect of Referrals -","authors":"Liming Zhao, Chen Ke","doi":"10.1080/1051712X.2023.2214545","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2214545","url":null,"abstract":"ABSTRACT In business-to-business (B2B) competitive marketing, less reputable suppliers must find ways to outcompete more reputable ones. As a marketing strategy, suppliers may ask their business partners or affiliates to recommend them to potential customers (supplier-initiated referrals). Referrals may help reduce potential customers’ uncertainty regarding suppliers’ overall capabilities and subsequently influence their supplier selection decisions. Thus, the following question arises: What is the effect of supplier-initiated referrals in B2B competitive marketing environments? To answer this question, we constructed a theoretical framework and conducted a quasi-experimental study. The results indicate that supplier-initiated referrals have a significant positive impact. Interestingly, the overall impact of referrals on a potential customer’s decision is nonlinear. In other words, the marginal effect of referrer credibility on potential customers’ supplier selection decisions decreases at a certain point, creating a ceiling effect.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"30 1","pages":"149 - 165"},"PeriodicalIF":1.4,"publicationDate":"2023-04-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48016569","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}