Journal of Business & Industrial Marketing最新文献

{"title":"Ambicultural sensitivity and relational embeddedness in fostering B2B relationship","authors":"Harriman Samuel Saragih","doi":"10.1108/jbim-09-2023-0499","DOIUrl":"https://doi.org/10.1108/jbim-09-2023-0499","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This study aims to explore the interplay of ambicultural sensitivity and relational embeddedness in the quality of B2B relationships. Specifically, it examines how these factors contribute to enhancing the adaptability, collaboration and competitive advantage of multinational corporations and institutions operating within diverse cultural landscapes.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>Using an abductive qualitative case study methodology, this study engaged professionals from three diverse multinational corporations in Indonesia − an energy services provider, a logistics services company and a not-for-profit institution. The objective was to explore the integration and implications of ambicultural sensitivity across varied cultural and industry settings.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>This study demonstrates that ambicultural sensitivity − the ability to understand, appreciate and integrate diverse cultural values − enhances B2B relationships through its manifestation in individual and organizational practices. It facilitates a dynamic merging of cultural perspectives and management approaches within intercultural interactions. Furthermore, relational embeddedness is identified as crucial for successful cross-cultural collaboration and innovation. These insights highlight the strategic value of cultural integration and sensitivity in maintaining a competitive edge in the global marketplace.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This study adds to the B2B marketing literature by providing a nuanced understanding of how ambicultural sensitivity and relational embeddedness operate in the context of B2B relationships.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"51 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-07-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141549785","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":"A comparative analysis of financial and nonfinancial rewards on work motivation and knowledge sharing in a postpandemic era","authors":"Mahdi Vesal, Ali Gohary, Mohammad H. Rahmati","doi":"10.1108/jbim-06-2023-0339","DOIUrl":"https://doi.org/10.1108/jbim-06-2023-0339","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This paper aims to examine the impacts of financial and nonfinancial incentives on the development of employee work motivation and knowledge sharing in the postpandemic environment. The paper further investigates the role of transformational leadership as a moderator in enhancing the relationship between work motivation and knowledge sharing.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>Adopting a quantitative approach, the study uses data collected from multiple informants, specifically senior managers, in Nepalese manufacturing and service business-to-business (B2B) firms.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>Contrary to prior research, the results reveal that nonfinancial incentives have a stronger impact on work motivation in the postpandemic era. This enhanced work motivation, in turn, contributes to knowledge sharing, with transformational leadership further strengthening the relationship.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>The findings suggest that B2B firms should consider moving toward leveraging nonfinancial incentives to motivate employees to develop knowledge sharing initiatives, especially in challenging circumstances such as those experienced in the postpandemic era. In addition, it is recommended that chief executive officers adopt a transformational leadership style to facilitate effective knowledge sharing within their firms.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>In a developing economy and amid the challenges of the global pandemic, there has been limited research exploring the possible effects that financial and nonfinancial incentives could have on work motivation and knowledge sharing. This research bridges this gap by providing a fresh perspective on work motivation and knowledge management in B2B firms, contributing novel insights to the literature.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"48 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-07-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141549786","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":"What drives the adoption of digital technology in the micro, small, and medium enterprises sector in a developing economy?","authors":"Alok Raj, Dhirendra Shukla, Abdul Quadir, Prateek Sharma","doi":"10.1108/jbim-09-2023-0512","DOIUrl":"https://doi.org/10.1108/jbim-09-2023-0512","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This study aims to explore the determinants of digital technology adoption within micro, small and medium enterprises (MSMEs) operating in a developing economy. Grounded in the theoretical frameworks of fit-viability and task-technology fit models, this study investigates the impact of environmental fit, task-technology fit and viability on the intention to adopt digital technologies among MSMEs.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This study validates the theoretical model using structural equation modeling, using data collected from 280 experienced respondents employed in the MSMEs in India.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The results indicate that both functional and symbolic benefits positively impact managers’ intention to adopt digital technology. However, subgroup analysis reveals that in the case of service enterprises, only functional benefits have a positive influence on managers’ intention to adopt digital technology. In addition, the findings underscore the crucial role of viability in shaping the intention to adopt digital technologies among MSMEs. This study highlights how functional and symbolic benefits motivate digital technology adoption in MSMEs.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>There is a dearth of empirical studies investigating the factors influencing the adoption of digital technology by MSME firms, especially within the context of developing economies and specifically within the MSME domain. This study contributes to the theoretical discussion surrounding digital technology adoption among MSMEs in India. Through empirical research, it expands on the fit-viability model and formulates a technology adoption model within the MSME context.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"37 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-07-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141549844","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":"Unveiling the path to green innovation: the interplay of green learning orientation, knowledge management capability and manufacturing firm’s capability to orchestrate resources","authors":"Asier Baquero","doi":"10.1108/jbim-08-2023-0486","DOIUrl":"https://doi.org/10.1108/jbim-08-2023-0486","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>Amidst the increasing global emphasis on environmental sustainability, manufacturing firms seek to integrate eco-conscious practices into their innovation processes. This study aims to explore the intricate relationships between green learning orientation (GLO), knowledge management capability (KMC), resource orchestration capability (ROC) and two dimensions of green innovation (GI): green product innovation (GPDI) and green process innovation.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>Partial least squares structural equation modelling (PLS-SEM) and moderated mediation techniques were used to investigate the relationships among the constructs using data gathered from a survey of 167 manufacturing firms in the United Arab Emirates.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>This study indicates that GLO significantly influences GPDI and green process innovation. Although KMC mediates the relationship between GLO and process innovation, it does not mediate the GPDI relationship. Moreover, ROC significantly strengthens the links between GLO, KMC and both the aspects of GI.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>This study emphasises the importance of fostering a green learning culture and integrating it into product development without complex knowledge management systems. This study also highlighted the role of effective resource allocation in maximising environmental learning benefits for sustainable innovation. Organisations can achieve environmental progress by integrating green knowledge into product and process development and by investing in sustainable practices.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>By examining various mechanisms involving moderation and mediation, this study has made a notable contribution to advancing the field of knowledge-based view theory. This study also offers enhanced insights into the interconnections among GLO, knowledge management capability, ROC and a firm’s capacity for GI.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"5 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-07-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141549845","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":"Toward addressing customer migration: measuring B2B salespersons’ perceptions of customer ownership","authors":"J. Ricky Fergurson, Greg W. Marshall, Lou E. Pelton","doi":"10.1108/jbim-03-2023-0136","DOIUrl":"https://doi.org/10.1108/jbim-03-2023-0136","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>One of the pivotal questions facing all firms is “Who owns the customer?” Despite the longstanding acknowledgment that customer ownership is critical to a firm’s success, to date, little research attention has been afforded to conceptualizing and measuring customer ownership. This study aims to address this research gap by exploring, measuring and validating a customer ownership scale through the lens of the business-to-business salesperson.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>The classical multi-item scale development involving a multistep process was used in developing and validating this scale measuring customer ownership. Using a grounded theory approach, the customer ownership scale is developed and justified as distinctive from customer loyalty.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The two-factor customer ownership scale reflects the underlying factors of the salesperson–customer bond and provides a pathway to empirically assess mechanisms for addressing customer migration. The findings suggest an opportunity for greater precision in both meaning and measurement for both academics and practitioners.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>The question “Who owns the customer?” has been a venerable enigma in sales organizations, and it remains an underdeveloped construct in sales and marketing research. This research empirically explores the construct of customer ownership in a systematic manner that is conspicuously absent from extant studies.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"18 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-07-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141529917","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":"Benefit distribution and stability analysis of enterprise digital servitization ecosystems from the perspective of value cocreation","authors":"Lide Chen, Yongtao Peng, Jianqiang Luo","doi":"10.1108/jbim-10-2023-0572","DOIUrl":"https://doi.org/10.1108/jbim-10-2023-0572","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>A digital servitization ecosystem (DSE) is a cooperation model based on the concept of value cocreation. However, capability asymmetry among enterprises can lead to unfair benefit distribution and hinder value cocreation and digital service transformation. This paper aims to investigate the impact of the varying capabilities of enterprises (manufacturers, service providers and digital technology providers) on revenue distribution when these enterprises collaborate on digital servitization transformation. This analysis is performed from an ecosystem perspective to facilitate the stable development of DSEs.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>The rise of DSEs has engendered extensive literature, and the distribution of benefits within DSEs is in dire need of new mechanisms to adapt to the new competitive environment. The importance of investment contribution, digital servitization level, digitalization level, risk-taking ability, digital servitization effort level and brand awareness is determined by combining the expert scoring method and the entropy value method to determine different weights for manufacturers, service providers and digital technology providers. The Shapley value is used to design the benefit distribution mechanism for stable cooperation among DSE enterprises, thus providing a more scientific basis for the development of cooperative relationships.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>Digital servitization is a collaborative process that involves multienterprise activities, and it is significantly affected by digital servitization level and digitalization level. Moreover, constructing the modified Shapley value benefit distribution mechanism according to the relevant capabilities of digital servitization can promote the stable development of DSEs and value cocreation among members.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>The main contributions of this study are as follows: First, it summarizes the stability-influencing factors of DSEs on the basis of empirical and literature research on the demand for enterprise digital servitization capabilities and transformation difficulties, delves deeper into the capability composition and cooperative relationship of DSE members and combines the expert scoring method and the entropy value method to determine the weighting to design the benefit distribution mechanism. Second, it reflects system stability and development by studying the revenue distribution of DSE members, thereby expanding the ecosystem construction and business model transformation of digital servitization in the existing research.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"24 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141508864","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 agility on green purchasing practices: the role of supplier governance and supplier relationships","authors":"Azadeh Rajabian Tabesh, Md. Maruf Hossan Chowdhury, Mohammed A Quaddus, Omid Ameri Sianaki, Eijaz Khan","doi":"10.1108/jbim-04-2023-0205","DOIUrl":"https://doi.org/10.1108/jbim-04-2023-0205","url":null,"abstract":"&lt;h3&gt;Purpose&lt;/h3&gt;\u0000&lt;p&gt;This paper aims to illuminate the nuanced dynamics of green supply chain management (GSCM), specifically focusing on the intersections of supplier relationships, supplier governance and organizational agility. Recognizing a gap in the understanding of how these elements confluence to promote green purchasing, the paper uses a quantitative study on data collected from the Australian food industry. Advanced analysis techniques provide empirical evidence underscoring the pivotal roles these elements play, expanding on current GSCM literature within a resource-based view.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Design/methodology/approach&lt;/h3&gt;\u0000&lt;p&gt;This study, based on a questionnaire sent to Australian food professionals, used higher-order reflective constructs to assess supplier relationships and governance. Data was analyzed using partial least squares structural equation modeling and Hayes PROCESS, considering factors like firm revenue and manager experience. Both the reliability of measures and mediation hypotheses were stringently validated using established guidelines.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Findings&lt;/h3&gt;\u0000&lt;p&gt;The comprehensive study validated supplier governance's key influence on green purchasing and supplier relationships. Notably, organizational agility emerged as a crucial mediator, underscoring the interplay of these constructs. Concurrently, the reflective measurement model exhibited robust validity and reliability. Interestingly, demographic factors such as company size, revenue and managerial experience showed no discernible impact on green purchasing practices.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Practical implications&lt;/h3&gt;\u0000&lt;p&gt;In the Australian food sector, supplier governance and relationships are pivotal for advancing green purchasing. This study emphasizes the value of organizational agility in amplifying these practices. Managers, when aligning with supplier relationships enhanced by communication and mutual aid, can foster robust green initiatives. Embracing these insights and the critical importance of supplier governance, managers can drive more sustainable, informed supply chain decisions in the industry.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Originality/value&lt;/h3&gt;\u0000&lt;p&gt;In pursuit of understanding the relationship between supplier governance, supplier relationships and green purchasing, this research uniquely situates itself within the resource-based view (RBV) to reveal critical theoretical and practical implications. By focusing on the Australian food industry, the study spotlights the often-overlooked mediating role of organizational agility in linking supplier relationships with green purchasing efforts. In doing so, this research not only strengthens the argument for fortified supplier relationships – as a catalyst for enhancing agility and thereby green practices – but also re-contextualizes the RBV in a fresh light. This new perspective provides managers with an enriched model, emphasizing the imperative of so","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"36 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141256623","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":"Agency in business networks: combining IMP research with a relational sociological perspective to challenge views on sustainability and ethics","authors":"Elsa Dessaigne","doi":"10.1108/jbim-05-2023-0294","DOIUrl":"https://doi.org/10.1108/jbim-05-2023-0294","url":null,"abstract":"&lt;h3&gt;Purpose&lt;/h3&gt;\u0000&lt;p&gt;The purpose of this paper is to clarify the ontological assumptions regarding the concept of agency and sociality within business networks in the Industrial Marketing and Purchasing Group (IMP) research by refining these assumptions with a relational sociological (RS) perspective. This paper reinforces the robustness of the actors-resources-activities (ARA) model with an in-depth investigation of the actor dimension, where local interactions between interdependent individuals play a central role in building common futures within business networks through organisational reflexivity.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Design/methodology/approach&lt;/h3&gt;\u0000&lt;p&gt;This conceptual paper investigates the social ontology of research. It challenges the implicit assumptions of IMP research regarding agency and sociality within business networks with a problematisation strategy (Sandberg and Alvesson, 2011). Combining IMP views on agency with the RS perspective, it sets this combined framework as an alternative for the analysis of sustainability and ethics within business networks.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Findings&lt;/h3&gt;\u0000&lt;p&gt;Combining IMP research and an RS perspective allows us to extend the knowledge of sociality within business networks, highlighting the centrality of meaning sharing in the process of network change. By focusing on symbolic interaction processes, an RS perspective contributes to a deeper theoretical understanding of the relationship between local communication and business network patterns. Combined with an IMP perspective on agency, it provides researchers with an alternative conceptual framework for examining sustainability by considering ethics and leadership dialectically.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Research limitations/implications&lt;/h3&gt;\u0000&lt;p&gt;RS is still an emerging stream within sociology, characterised by diverse views. Not all relational sociologists, as scientists, feel obliged to engage with sustainability research. Thus, the paper is a two-sided invitation to IMP researchers and relational sociologists to delve into the adaptation processes in business networks in highly uncertain environments.&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Practical implications&lt;/h3&gt;\u0000&lt;p&gt;RS focusing on the centrality of communication in local interactions, business network researchers can show that organisational leaders are not the ones with a charismatic vision isolated from any natural and social environment; rather, they are the people with “the capacity to assist the group to continue acting ethically, creatively and courageously in the unknown” (Stacey,2013).&lt;/p&gt;&lt;!--/ Abstract__block --&gt;\u0000&lt;h3&gt;Social implications&lt;/h3&gt;\u0000&lt;p&gt;Adopting an RS perspective on agency in business networks can help managers and researchers determine how business networks can be managed in a more sustainable way. Combined with a dialectical and processual understanding of ethics, the IMP-RS perspective emphasises day-to-day local communication practices within and","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"33 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-05-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141145792","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 social disruption on the use of technologies to digitize B2B processes and its impact on corporate performance","authors":"Rocío Rodríguez, Nils Høgevold, Francisco-Jose Molina-Castillo, Goran Svensson","doi":"10.1108/jbim-05-2023-0245","DOIUrl":"https://doi.org/10.1108/jbim-05-2023-0245","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This paper aims to examine the effect of social disruption on the use of technologies for digitizing business-to-business (B2B) processes. The aim is to assess how digitalization technologies (DT) may impact corporate performance (CP) in B2B settings.</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>The methodology is based on a questionnaire survey in Norway, and a deductive research design. A total of 216 usable questionnaires out of 356 were returned, generating a response rate of 60.6%.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>This study shows that there is an effect of social disruption on DT (such as digital communication tools, social media and customer relationship management systems) in B2B settings that may impact CP.</p><!--/ Abstract__block -->\u0000<h3>Research limitations/implications</h3>\u0000<p>This study indicates that the use of technologies to digitize B2B processes may enhance CP when social disruption occurs.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>This study offers insights to companies that need help in adapting their business processes to the changing social and technological environment. This study also highlights the importance of digitalization for business survival in the marketplace and society.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This study sheds light on the effect of social disruption on DT and provides opportunities for managing CP.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"185 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-05-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140932490","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":"Antecedents and outcomes of firm internet-interactive capability in interfirm relationships","authors":"Chao Feng, Shirui Ding, Hui Chen, Yue Zhang","doi":"10.1108/jbim-01-2023-0039","DOIUrl":"https://doi.org/10.1108/jbim-01-2023-0039","url":null,"abstract":"<h3>Purpose</h3>\u0000<p>This study aims to explore whether and how the two potential antecedents (i.e. relationship quality at the dyadic level and network density at the network level) affect firms’ internet-interactive capability (FIIC), referring to the capability of a specific firm to communicate and interact with the relevant partner firms on the basis of internet-interactive technologies in the internet environment and, at the same time, the following influence of FIIC on collaborative activities (i.e. joint planning and joint problem-solving).</p><!--/ Abstract__block -->\u0000<h3>Design/methodology/approach</h3>\u0000<p>This study designed a questionnaire and collected data on-site from 400 manufacturers. SmartPLS is used to validate the research model.</p><!--/ Abstract__block -->\u0000<h3>Findings</h3>\u0000<p>The results suggest that the dyadic relationship quality and network density of the partner group are both positively connected with a firm’s FIIC. Besides, FIIC is positively related to collaborative activities with its partners.</p><!--/ Abstract__block -->\u0000<h3>Research limitations/implications</h3>\u0000<p>Given the nature of our data (i.e. cross-sectional), the authors can collect longitudinal or experimental data to retest the hypotheses.</p><!--/ Abstract__block -->\u0000<h3>Practical implications</h3>\u0000<p>This study gives certain guidance for firms to be aware of the factors that motivate FIIC and use their FIIC to influence their employees’ collaborative activities in their relationships with partners, thereby promoting cooperation performance.</p><!--/ Abstract__block -->\u0000<h3>Originality/value</h3>\u0000<p>This study attempts to extend the resource-based theory based on the logic of motivation-capability by exploring the potential antecedents of FIIC and makes contributions to the current studies on the antecedents of FIIC, which provides actionable insights for firms to play the role of FIIC in interfirm interactions.</p><!--/ Abstract__block -->","PeriodicalId":48181,"journal":{"name":"Journal of Business & Industrial Marketing","volume":"33 1","pages":""},"PeriodicalIF":3.1,"publicationDate":"2024-05-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140932561","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}