Journal of Business-To-Business Marketing最新文献

{"title":"Political Skill of B to B Sales Team as a Dynamic Capability: A Strategic Resource Perspective","authors":"Rony Castillo-Alarcón, Leslier Valenzuela-Fernández","doi":"10.1080/1051712x.2024.2349096","DOIUrl":"https://doi.org/10.1080/1051712x.2024.2349096","url":null,"abstract":"To identify the key internal and external collective conditions and determinants for sales managers in the B to B context, which would allow the articulation of Team Political Skill as a firm’s dyn...","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"45 1","pages":""},"PeriodicalIF":1.4,"publicationDate":"2024-05-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141148716","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":"Research on Reverse Channel: Review and Prospects","authors":"Xihan Gao, Zheng Wang, Yuan Gao, Rui Wang, Yin Bai","doi":"10.1080/1051712x.2024.2336456","DOIUrl":"https://doi.org/10.1080/1051712x.2024.2336456","url":null,"abstract":"Given the increasing significance of reverse channels in business-to-business markets, there is a need to establish a comprehensive understanding of issues related to reverse channel. The authors c...","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"33 1","pages":""},"PeriodicalIF":1.4,"publicationDate":"2024-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140602919","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":"Aligning Governance Mechanisms with Organization Forms in Multichannel Marketing","authors":"Ying Han, Guijun Zhuang","doi":"10.1080/1051712x.2024.2321347","DOIUrl":"https://doi.org/10.1080/1051712x.2024.2321347","url":null,"abstract":"Multichannel marketing has become the norm for distributing goods and services, and manufacturers and distributors operate in various channel organization forms. Drawing on transaction cost theory ...","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"1 1","pages":""},"PeriodicalIF":1.4,"publicationDate":"2024-02-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140003493","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 Antecedents and Outcomes of Micro-Enterprise Business Banking Customers’ Relationship Satisfaction","authors":"Michelle Caroline van der Merwe, Pierre Mostert, Tinashe Ndoro, Göran Svensson, Tinashe Chuchu","doi":"10.1080/1051712x.2024.2315347","DOIUrl":"https://doi.org/10.1080/1051712x.2024.2315347","url":null,"abstract":"The paper uses an ongoing business-to-business (B2B) relationship perspective to establish the interrelationships between trust, commitment, and relationship satisfaction (as relational constructs)...","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"11 1","pages":""},"PeriodicalIF":1.4,"publicationDate":"2024-02-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139754124","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 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":"Family Business Intergenerational Succession and Market Sustainable Competitive Advantage – Based on the Mediating Effect of Intellectual Capital","authors":"Xiangqian Yu, Xiang Ao, Yongxiang Wang","doi":"10.1080/1051712x.2023.2272990","DOIUrl":"https://doi.org/10.1080/1051712x.2023.2272990","url":null,"abstract":"ABSTRACTChina’s family enterprises have entered the peak of intergenerational succession, and the succession of the second generation is bound to have a great impact on the development of these enterprises. From the perspective of the resource-based view, this paper constructs a relationship model among intergenerational succession, enterprise intellectual capital and market sustainable competitive advantage. Based on the data of a sample of 189 entrepreneurs from family firms in Zhejiang Province, we use multiple regression and structural equation modeling to explore the impact of intergenerational succession on the market sustainable competitive advantage of family firms and the mediating role of the three dimensions of the firm’s intellectual capital, namely, structural capital, relational capital and human capital. The empirical results show that (1) successful succession of a family business significantly promotes the market sustainable competitive advantage of the enterprise; (2) successful succession has a significant promotion effect on the three dimensions of enterprise intellectual capital, and the three dimensions of enterprise intellectual capital play a partial mediating role between intergenerational succession and the market sustainable competitive advantage of the enterprises. This conclusion expands the research on the consequences of intergenerational succession and has important practical significance for the healthy development of family enterprises in China.KEYWORDS: Family businessintergenerational successionintellectual capitalsustainable competitive advantage Disclosure statementNo potential conflict of interest was reported by the author(s).Additional informationFundingThe work was supported by the Wenzhou Municipal Science and Technology Bureau [23WSKZD03-02].","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"78 13","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135221266","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}