Journal of Business-To-Business Marketing最新文献

{"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":null,"pages":null},"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":"The Importance of Pre-employment Job Motives in Predicting Voluntary Salesforce Turnover in the Gig Economy","authors":"R. Peterson, Victoria L. Crittenden","doi":"10.1080/1051712X.2023.2252436","DOIUrl":"https://doi.org/10.1080/1051712X.2023.2252436","url":null,"abstract":"ABSTRACT Purpose Given the considerable visible and hidden costs associated with voluntary job turnover and the fact that independent contract workers (“gig workers”) can change jobs with ease, it is imperative for managers and scholars to understand the reasons why someone joins a company in an effort to hire workers who will stay with the company longer. Method A commercial research panel company, Dynata, was used to collect data from current and former independent contract workers. After a rigorous screening protocol, data were collected retrospectively from 495 current and 456 former direct sellers, since direct selling is one of the oldest forms and largest categories of gig work. A binary logistic regression analysis enabled prediction of voluntary job turnover based on the number of reasons for joining the company. Findings Findings from statistical analysis of the reasons for joining a company showed that the greater the number of reasons given for joining, the greater the likelihood of staying with the company. Additionally, statistically significant differences were observed between the current and former direct sellers for nine of the 12 reasons investigated. Importantly, from a predictive modeling perspective, it was possible to predict whether a direct seller would stay with the company or quit the company based on the number of reasons for joining the company. Implications The research has implications for both theory and practice. Utilizing theoretical underpinnings from organizational and behavioral management literatures, pre- and post-employment variables establish the framework for pursuing a better understanding of pre-employment motives for joining a company. Despite calls for more research on individual differences in joining a company, past research efforts may have been hindered by the failure to explore new approaches, new agendas, and new methodologies. Theoretically, the research shows that there is a need to ensure the inclusion of pre-employment motive constructs in examining the construct of voluntary job turnover. Managerially, the cost of turnover is significant, and this is particularly true for salesforce turnover. Reducing the rate of voluntary salesforce turnover even by a small percentage could (1) lead to greater effectiveness, efficiency, and profitability for companies, (2) result in less time invested in a job for which an individual is not necessarily motivated to pursue successfully long-term, and (3) ensure consistent product and service delivery for customers. Originality Little is known about gig workers, and this research project focuses on one of the original gig workforce cadres, direct selling. Additionally, this research is unique in its approach to collecting data retrospectively from current and former independent contract workers as well as in the predictive abilities offered by the data and subsequent statistical modeling.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":null,"pages":null},"PeriodicalIF":1.4,"publicationDate":"2023-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42909833","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}