Journal of Business-To-Business Marketing最新文献_第9页

B to B firms’ motivation to become members of digital platforms: the case of crowd UK b2b公司成为数字平台成员的动机:以crowd UK为例

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-04-03 DOI: 10.1080/1051712X.2021.1920698

Sina Ruhland, K. Kooli, L. Wright

引用次数: 1

Are Women or Men Business-to-Business Salespeople More Engaged on the Job? 女性还是男性企业对企业销售人员更投入工作？

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1902054

L. Matthews, D. Edmondson, C. Ward

{"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":"28 1","pages":"81 - 93"},"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}

引用次数: 10

“Indistractable” “无法控制”

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1893035

Elisabeth Wilson

引用次数: 0

Evaluating Service Quality and Service Value in Manufacturer-Distributor Settings: A Systems Approach 评估服务质量和服务价值在制造商-分销商设置:一个系统的方法

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1893032

H. Kivijärvi, A. Virta

{"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":"28 1","pages":"21 - 46"},"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}

引用次数: 3

Outstanding Article of the Year – 2020 2020年度杰出文章

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712x.2021.1922176

Markus, Kirchberger, M. Wouters, James C. Anderson, Michelle D. Steward, James A. Narus, Michelle L. Roehm

引用次数: 0

Brand Alliances and Stock Reactions 品牌联盟和股票反应

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1893029

Francisco J. Más, J. Nicolau, A. Calderón

{"title":"Brand Alliances and Stock Reactions","authors":"Francisco J. Más, J. Nicolau, A. Calderón","doi":"10.1080/1051712X.2021.1893029","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1893029","url":null,"abstract":"ABSTRACT Purpose: This paper examines the performance and risk of brand alliances by investigating the market value of brand alliances through the analysis of investors’ response, and look into the different reactions of the stock market to brand alliance-type in terms of co-branding and joint-promotion, as well as into the potential different effects in the contexts of B to B versus B to C. Brand alliances, whereby two or more brands are jointly presented to the consumer, have been investigated extensively. The importance of brand alliances is emphasized by two factors: (1) brands are considered critical elements in business-to-business marketing settings; and (2) firms use brand alliances due to the trading costs and investment necessary to buy brands, the increasingly higher costs of launching a new brand onto the market, the high failure rates in new brand launches and brand extensions, the competitive pressures around product launches and diffusion, and the limitations imposed on the extension of a brand by its own identity. Consequently, brand alliances have exploded over recent years. As indicated later, by accomplishing the purpose of this research we fill a gap in the literature as most of the research on brand alliances revolves around consumers’ perspective. Methodology/Approach: The methodology followed is based on the event study method. First, the event study estimates the excess returns of share prices generated by events that were unanticipated by the market. To this end, we estimate the market model and the subsequent abnormal returns. To examine the impact of the publication of a brand alliance announcement on the share prices of the company, we use the cumulative abnormal returns calculated over k days of the event window for 55 announcements. In the second step, we analyze the returns of the different brand alliances. In particular, the abnormal returns are used as dependent variable in a regression analysis, wherein the central explanatory variable is brand alliance type (co-branding vs joint promotion). Finally, the third stage of the methodology analyzes the change in the variance of returns between the periods before and after the brand alliance announcements. Findings: The results show that brand alliance announcements generate positive abnormal returns, which support the hypothesis that brand alliance announcements are positively related to company stock returns. In particular, we observe that the reactions to brand alliances are spread over the event window. In fact, the window (−5,+5) produces returns that stand at 1.6%, which is the greatest abnormal return over the five days around the publication date. The economic impact of a cumulative return of 1.6% in eleven days is tantamount to annual returns of 69.33%. Considering that the average market value of the sample is €17,494 million, it represents an increase of €279 million for the sample stocks on the period (−5,+5). The regression analysis shows that the coeffici","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"28 1","pages":"3 - 13"},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1893029","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43786517","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}

引用次数: 1

Implementing a Value Co-creation Network: Some Lessons from Taiwan’s Steel Industry 实施价值合作网络——台湾钢铁工业的经验教训

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1893034

S. Fang, Ching-Hui Chen, Chen-Wei Yang

{"title":"Implementing a Value Co-creation Network: Some Lessons from Taiwan’s Steel Industry","authors":"S. Fang, Ching-Hui Chen, Chen-Wei Yang","doi":"10.1080/1051712X.2021.1893034","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1893034","url":null,"abstract":"ABSTRACT This practitioner note is to combine transaction cost theory and the knowledge-based view of the firm to investigate why and how the hub company in a network coordinates its members to co-create value in the steel industry. A theoretical model was proposed. A qualitative case study based on original survey data in the context of Taiwan’s steel industry. The analyses are based on different types of data: (1) direct observations, (2) semi-structured interviews, and (3) archived material. First, participant observation was employed since to analyze the organizational behavior and cooperation patterns among the members of the steel collaborative network. Second, we interviewed several managers, researchers, and scholars and kept records of all our data, and developed a list of codes to analyze the interviews’ transcripts by using the constructs obtained by the primary theoretical framework. After coding, pattern-matching techniques and explanation building techniques were used for analyzing data across informers and matching the information in the theoretical framework. Pattern-matching technique can classify open-ended comments into generalized classifications and evaluate the prompted comments regarding a proposition. We compared the different cases by examining new classifications and responses. The explanation building facilitated a preliminary assessment of the presumed set of causal link to improve the tentative theoretical framework and help develop preliminary propositions. Except one new construct emerging, the findings suggest preliminary evidence that the network’s value co-creation practices in steel collaborative network influenced by transaction cost factors and knowledge-based factors as theory argued. Two propositions are induced from the qualitative data. Proposition 1: The level of transaction cost factors perceived by ERC members is positively related to the degree of implementation of network’s value co-creation practices in Taiwan’s steel industry. Proposition 2: The level of knowledge-based factors perceived by ERC members positively related to the degree of implementation of network’s value co-creation practices in Taiwan’s steel industry. Theoretical implications contribute to strategic technology management research by providing a conceptual model for describing and assessing a steel collaborative network’s implementing process for value co-creation by using a case approach. Researchers have begun exploring inter-organizational knowledge creation in the steel industry and provided significant support to the prominence of new steel product-services knowledge. However, only a few studies focused on why and how the value of new steel product-services knowledge is co-generated within a steel collaborative network, and empirical evidence is lacking. Hence, it is important to develop a value co-creation model for steel collaborative networks to identify the determinants and procedure of value co-creation by integrating the","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"28 1","pages":"67 - 79"},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1893034","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44131902","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}

引用次数: 2

The Mismatch between Call Frequency and Account Potential: Where the Money is 通话频率和账户潜力之间的不匹配：钱在哪里

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1893030

J. Larson, Bernard J. Jaworski

{"title":"The Mismatch between Call Frequency and Account Potential: Where the Money is","authors":"J. Larson, Bernard J. Jaworski","doi":"10.1080/1051712X.2021.1893030","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1893030","url":null,"abstract":"ABSTRACT Purpose: The purpose of this study is to examine the relationship between salesperson call frequency and account potential. In sharp contrast to conventional wisdom, in two case studies, we show that there is no relationship between call frequency and account potential. We conclude with a discussion of reasons why this may be the case. Design/Methodology/Approach: We provide results from two case studies. Using internal data from the firm and survey data, study 1 focused over 150 nurses in the United Kingdom who used a specific medical device with their patients. Here we asked the nurses a battery of approximately 40 questions. We combined this data with National Health Service on procedures performed at each hospital (a measure of account potential). Study two involves a different medical device maker. Here we examine monthly contact and compare it to account potential. Findings: Study 1 finds that contact frequency at the the lowest account potential quartile was statistically lower than each of the remaining quartiles. However, the second lowest quartile of had the exact same monthly contact frequency as the highest quartile of accounts even though the underlying potential of former is approximately one-third (36%) that of the highest quartile of hospitals. Study 2 finds a similar pattern. In particular, when we looked at monthly contact frequency for companies in account potential quartiles 1-2-3 and compared it to the highest account potential quartile, we again found no statistical difference between the two groups. Practical Implications: Sales reps in these two studies were not visiting the accounts with the highest potential. When sales reps are “re-allocated” to the highest potential accounts – sales increase dramatically. Originality/Value: Simple reallocation of the sales rep’s time can have significant implications for revenue growth. We provide some logic – that can be tested – on why sales reps may engage in this sub-optimal behavior.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"28 1","pages":"15 - 21"},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1893030","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43487006","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}

引用次数: 0

Networking Capability and Commercialization Performance: The Role of Network Structure 网络能力与商业化绩效:网络结构的作用

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2021-01-02 DOI: 10.1080/1051712X.2021.1893033

Yasser Maghsoudi-Ganjeh, N. Khani, A. Alem-Tabriz

{"title":"Networking Capability and Commercialization Performance: The Role of Network Structure","authors":"Yasser Maghsoudi-Ganjeh, N. Khani, A. Alem-Tabriz","doi":"10.1080/1051712X.2021.1893033","DOIUrl":"https://doi.org/10.1080/1051712X.2021.1893033","url":null,"abstract":"ABSTRACT Purpose: In this study, we explore the impacts of networking capability and its dimensions (i.e. impression management, network learning, finding, and managing) on network structure (i.e. size, diversity, flexibility), which eventually impacts commercialization performance (i.e. frequency, speed, radicalism, patents). Methodology: To address the study objective, we collected data from 220 managers and empirically examined the relationships in the proposed model. Findings: The results reveal that networking capability and its dimensions positively enhance firm commercialization performance. In addition, the mediating role of the business networks structure was also confirmed. Research Implications: Research results indicate that commercialization performance is significantly enhanced by networking capabilities and network structure, which provide opportunities for sharing information and exchanging resources. Practical Implications: First, our results indicate that networking capabilities contribute to the achievement of superior commercialization performance by renewing network structure, which, in turn, affects commercialization performance. Moreover, our study suggests that when networking capability is strong, the effect of network structure on commercialization performance could be higher. However, when networking capability is low, increase in network structure does not necessarily increase the effect of network structure on commercialization performance. On the contrary, improving network structure might negatively influence commercialization performance when networking capability is below certain levels. Therefore, firm actors can purposefully engage in the interactive networked activities that enable them to create the desired and favorable network structure in order to achieve the highest level of performance in the commercialization process. Originality/Value: This paper makes a number of important contributions. First, through an in-depth study of existing literature on networking capability, we introduce the impression management capability and network learning capability as two dimensions of networking capability that have received less attention in the prior studies. In addition, this study contributes to the commercialization literature by analyzing whether networking capability and network structure help firms release new products efficiently and successfully which lead to enhance the overall performance.","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"28 1","pages":"51 - 68"},"PeriodicalIF":1.4,"publicationDate":"2021-01-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712X.2021.1893033","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42403723","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}

引用次数: 2

Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships 机会主义和冲突作为非经济满意和经济满意结果在销售-客户业务关系中的前兆

IF 1.4 4区管理学

Journal of Business-To-Business Marketing Pub Date : 2020-10-01 DOI: 10.1080/1051712x.2020.1831213

Nils M. Høgevold, G. Svensson, M. Roberts-Lombard

{"title":"Opportunism and conflict as precursors of non-economic and economic satisfaction outcomes in seller–customer business relationships","authors":"Nils M. Høgevold, G. Svensson, M. Roberts-Lombard","doi":"10.1080/1051712x.2020.1831213","DOIUrl":"https://doi.org/10.1080/1051712x.2020.1831213","url":null,"abstract":"ABSTRACT Purpose The study explores a seller’s perspective of the influence of opportunism and conflict, which are negatively loaded constructs, on non-economic satisfaction as a positively loaded construct. It further established the influence of non-economic satisfaction on economic satisfaction as a positively loaded construct from a sales perspective in a supplier–business relationship. Design/methodology/approach The study followed a quantitative and exploratory approach. Respondents (sales or marketing managers/directors or key account managers) were asked to identify one main business customer with whom they had interacted in the last year. In addition, respondents were further required to keep the selected customer in mind when answering the questionnaire. Consequently, all 213 but one (one non-response bias) surveys were used in the data analysis. A 5-point Likert-type scale was used to determine the degree to which respondents agreed or disagreed with the items provided in the questionnaire relating to opportunism, conflict, non-economic satisfaction and economic satisfaction in seller–business relationships. The SPSS/Amos 24.0 software was used to conduct the multivariate analysis in two phases. Phase one comprised a confirmatory factor analysis, while phase 2 comprised structural equation modeling. Confirmatory factor analysis was used to assess the measurement properties of each construct, while structural equation modeling was applied to evaluate the hypothesized relationships in the precursor and outcome research model. Findings The findings show that in seller–business relationships, sellers are of the opinion that buyer opportunism and the existence of conflict do affect a seller’s non-economic satisfaction directly, which in turn affects the economic satisfaction of seller–business relationships. Sellers further indicated a positive seller–business relationship can stimulate a long-term partnership if both opportunism and conflict are negatively related to non-economic satisfaction and non-economic satisfaction relates positively to economic satisfaction. Research implications The study makes a practical contribution through an improved understanding of a seller’s perspective on how opportunism relates to conflict, how these two precursors influence non-economic satisfaction and how the latter relates to economic satisfaction in a seller–business relationship environment. An improved understanding of a sellers perspective of the variables under study, can potentially stimulate a long-term partnership if both a seller and a buyer are in agreement that opportunism and conflict are negatively related to non-economic satisfaction and non-economic satisfaction relates positively to economic satisfaction. In terms of the theoretical contribution this study explores a seller’s perspective in business relationships to validate whether the findings reported in previous studies based on buyer business relationships applies to seller–busin","PeriodicalId":46235,"journal":{"name":"Journal of Business-To-Business Marketing","volume":"27 1","pages":"375 - 395"},"PeriodicalIF":1.4,"publicationDate":"2020-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/1051712x.2020.1831213","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44016443","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}

引用次数: 6