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Aligning Governance Mechanisms with Organization Forms in Multichannel Marketing Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2024-02-23 Ying Han, Guijun Zhuang
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 ...
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Linking Green Innovation to Firm Success: Cost Leadership’s Mediating Role in Vietnam Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2024-02-15 Thanh Trang Bui, Dung Quoc To
Although most previous studies proposed a positive relationship between green innovation and firm performance, the mechanisms of different types of competitive advantages in the above relationship ...
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The Antecedents and Outcomes of Micro-Enterprise Business Banking Customers’ Relationship Satisfaction Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2024-02-09 Michelle Caroline van der Merwe, Pierre Mostert, Tinashe Ndoro, Göran Svensson, Tinashe Chuchu
The paper uses an ongoing business-to-business (B2B) relationship perspective to establish the interrelationships between trust, commitment, and relationship satisfaction (as relational constructs)...
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The Effect of Data Empowerment on Channel Resilience: The Roles of Ambidextrous Learning,Guanxi Inertia and Enterprise Openness Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-12-12 Weiwei Dong, Miaomiao Dong, Jian Qin
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...
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Ecosystem Well-Being and Resilience: Lessons from Crisis Management in Service Organizations Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-12-12 Elissar Toufaily, Tatiana Zalan
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...
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Family Business Intergenerational Succession and Market Sustainable Competitive Advantage – Based on the Mediating Effect of Intellectual Capital Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-12-12 Xiangqian Yu, Xiang Ao, Yongxiang Wang
China’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...
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Role of Justice Perception in Relationship Duration, Brand Equity, and Strategic Integration Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-12-12 Jin Yong Park, Changju Kim
This study investigates the justice perception of buying group member retailers and examines whether it is an initiator of relationships and a constant driver of attitude through the lens of brand ...
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Value-Based Selling Capability: Antecedents and Implications for B2B Sales Performance Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-12-12 Yanzhe Liu, Xiaoyu Zhao, Tao Wang
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 explo...
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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 Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-09-15 Jianxin Sun, Baolong Ma, Li Zhao
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 p...
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Organizing Maintenance Service Contracts for Initial Purchases: The Interplay Among Product Type, Service Type, and Service Approach Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-08-28 Rifgi Buğra Bağcı, Mertcan Taşçioğlu
ABSTRACT Purpose This study investigates the trade-off between product types and the choice between standardization and customization in initial purchases. Attribution theory is used to understand how customers attribute characteristics to products/services and how it affects decision-making. Industrial purchases require service contracts, making it challenging for manufacturers to determine the appropriate
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The Importance of Pre-employment Job Motives in Predicting Voluntary Salesforce Turnover in the Gig Economy Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-08-26 Robert A. Peterson, Victoria L. Crittenden
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
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Referral Effect in B2B Competitive Marketing - the Ceiling Effect of Referrals - Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-25 Liming Zhao, Chen Ke
ABSTRACT In business-to-business (B2B) competitive marketing, less reputable suppliers must find ways to outcompete more reputable ones. As a marketing strategy, suppliers may ask their business partners or affiliates to recommend them to potential customers (supplier-initiated referrals). Referrals may help reduce potential customers’ uncertainty regarding suppliers’ overall capabilities and subsequently
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No Slogan versus with Slogan: The Different Message Strategies for New Product Digital Video Ads Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-22 Yongge Niu, Zhangdi Wei, Andy W. Hao, Banggang Wu
ABSTRACT Purpose Interestingly, some new product digital video ads use slogans, while some do not. This study aims to identify the similarities and differences between the message strategy elements used in two types of new product video advertisements (no slogan vs. slogan). In addition, it attempts to examine how product innovation newness may moderate the influence of video advertising (no slogan
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The Impact of Anger and Dependence on Supplier Decision-Making Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-22 Benoit Bourguignon, Harold Boeck, Theresa B. Clarke
ABSTRACT Purpose The research combines social exchange theory with the appraisal tendency framework to explore how anger impacts supplier decision-making when threatened by customers. When making the decision whether or not to comply with customers, suppliers may be influenced by other factors explored in this study, including relational norms, procedural justice, cost-benefit analysis, mimetic isomorphism
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Effect of Bilateral Controls on Opportunism: The Mediating Role of Commitment Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-18 Fanglan Pang, Qian Yang, Ruifeng Wei
ABSTRACT Purpose Scholars have conducted extensive research on channel control, which includesboth unilateral and bilateral controls. Researchers have mainly focused on the impact of unilateral controls, whereas bilateral controls have been given little attention. As an important classification of channel control, bilateral controls can save the cost of enterprise channel control and are conducive
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Predicting the Blockchain Technology Acceptance in Supply Chains with Inter-Firm Perspective: An Integrated DEMATEL and PLS-SEM Approach Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-17 Haldun Çolak, Celal Hakan Kağnıcıoğlu
ABSTRACT Purpose Blockchain technology is one of the candidate technologies for resolving supply chain issues that may occur as a result of the complex and continuously changing market structures of the present day. In addressing the problems encountered in such a system, blockchain technology has emerged as a target technology due to its notable advantages, such as smart contracts and product traceability
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Relationship Quality Between Small and Medium-Sized Enterprise Partners During Threatening Times: The Role of Contact Frequency and Social Exchanges Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-17 N. Leila Trapp, Poul Erik Flyvholm Jørgensen, Gert Tinggaard Svendsen, Line Skov
ABSTRACT Purpose The United Kingdom’s European Union membership referendum, which marked the end of UK membership in the European Union, created much uncertainty amongst those British and European business practitioners who were accustomed to conducting trade with partners across The North Sea. This exogenous threat to business was subsequently compounded by another serious threat: the COVID-19 pandemic
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Soft Power Effect on Long-Term Buyer-Seller Relationship: A Fuzzy Multi-Criteria Decision-Making Approach and Evidence from the Turkish Smartphone Sector Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-05-07 Haldun Çolak, Şenay Lezki
ABSTRACT Purpose Power is crucial in influencing the parties’ mutual relations during supply chain transactions. In this context, power can be defined as the ability of a firm, which is in the position of buyer or seller, to influence the behaviors and decisions of the other party or to move them in line with their wishes. In some cases, the power may lie with the commercial buyer and, in some cases
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Sustainable Marketing Management: Using Bibliographic Coupling to Review the State-Of-The-Art and Identify Future Research Prospects Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-03-09 Pham Ngoc Thu Trang, Angelina Nhat Hanh Le, Luc Phan Tan, Julian Ming Sung Cheng
ABSTRACT Purpose The abundance of research in the field of sustainable marketing management necessitates a comprehensively integrated knowledge about the topic. This study aims to map all scientific publications related to sustainability marketing from a firm perspective as collected from the Web of Science database (1900–2021), and subsequently identify potential future research directions. Desig
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Role of Functional Company Characteristics on Food Franchisee Behavior Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-03-08 EunPyo Hong, Jiseon Ahn
ABSTRACT Purpose Due to increasing competition, creating and enhancing franchisee patronage behaviors are critical elements in the food franchise industry. Franchise brand-related characteristics are known to influence franchisees’ evaluations. Thus, this paper examines the antecedents of franchisees’ perceived value, which leads to positive behaviors in the food franchise sector. Design/methodology/approach
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The Reference Group as Antecedent of Gray Market Participation: An Empirical Analysis Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-02-21 Fernando Gimeno-Arias, Jose Manuel Santos-Jaén, Ana León-Gomez
ABSTRACT Purpose The objective of this research is to analyze the motivation of a distributor belonging to an official marketing channel to participate in the gray market. We explore this motivation not as an opportunistic behavior but as a strategic decision aligned with the reference group to which it belongs and the homogenization or isomorphism of strategic decisions within the group. Methodology/Approach
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The Trend of Omnichannel Trade Fairs. Are B2B Exhibitors Open to This Challenge? A Study on Portuguese Exhibitors Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-02-07 Pedro Mendonça Silva, Arminda Finisterra Paço, Victor Ferreira Moutinho
ABSTRACT Purpose Omnichannel is a trend also reaching events and their participants. So naturally, the trade fairs will be confronted with this reality of digital transformation. Given that exhibitors generally have the primacy of deciding to participate or not in a trade fair, this study aims to take this further, developing a representative model of exhibitors’ perception of an omnichannel trade
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Trust Climate in International Business-To-Business E-Negotiations: Antecedents, Processes, and Outcomes Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2023-01-31 Houcine Akrout, Arch G. Woodside
ABSTRACT Purpose – This article explores the processes, antecedents, and outcome of the concept of trust climate in online negotiations through synchronous video conferencing between international buyers and sellers. Design/methodology/approach – By grounding the concept of trust climate in three complementary theories, and by drawing on the findings of prior research, this study specifies the concept
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International Industrial Selling: Demands, Resources, and Burnout Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-27 Ryan L. Matthews, Brian N. Rutherford
ABSTRACT Purpose The purpose of this study is to examine the impact of job demands and resources on international salesperson burnout. While general salesperson job demands are known, the current study seeks to identify role demands which are predominantly faced by international sales executives. Methodology/approach Job Demands-Resource Theory provides a foundation to expand the study of burnout to
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The New Norm for Sales Organizations: Impact of Technology During Environmental Turbulence Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-26 Michael Rodriguez, Stefanie Boyer
Published in Journal of Business-to-Business Marketing (Vol. 29, No. 3-4, 2022)
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Masking the Role or Masking the Toll? The Effects of Career Fit on Salesperson Burnout Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-21 Emily C. Tanner, Rhett Epler, John F. Tanner
ABSTRACT Purpose This paper examines emotion management through social exchange as an important aspect of coping with the emotional burden of person-career misfit. Person-career misfit, the degree to which the salesperson believes that the sales role is inconsistent with one’s identity, carries a heavy emotional toll when one finds oneself in a poorly-fitting career. A heavy emotional toll can result
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The Role of Grit and Emotional Exhaustion in the Selling Process Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-20 Lucy M. Matthews, Diane R. Edmondson
ABSTRACT Purpose The focus of this article is to provide an overview of the existing business-to-business literature on two sales constructs that have been of interest to marketers. Although relatively new to the sales literature, the first construct is grit. This construct has been studied in a wide variety of manners for 130 years; however, within the sales literature, this construct has only been
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Reducing Salesperson Turnover Intentions via Organizational Market Orientation and Selective Hiring: A Job Demand-Resources Approach Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-16 David E. Fleming, Andrew B. Artis, Eric G. Harris, J. Ricky Fergurson, Matthew A Askew
ABSTRACT Purpose This study is designed to respond to repeated calls for research on sales person retentionby building upon a mature research stream to identify ways to reduce turnover in boundary spanning employees and the resultant effect it has on organizational productivity. Specifically, this research draws on the Job Demands-Resources model to explore the effect of employee perceptions of firm
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Understanding How Salesperson Envy and Emotional Exhaustion Lead to Negative Consequences: The Role of Motivation Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-13 Tyler Hancock, Ellen Bolman Pullins, Catherine M. Johnson, Michael L. Mallin
ABSTRACT Purpose The purpose of this paper is to understand how salesperson motivations can affect negative states such as envy and emotional exhaustion in the workplace. The study uses Social Comparison Theory and Self-Determination Theory to explain how motivation influences the development of envy and emotional exhaustion, resulting in both turnover intentions and unethical selling practices. This
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A Nuanced Analysis of Salesperson Grit: Exploring Perseverance, Consistency, and Mind-set Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-09 Matthew M. Lastner, Michael C. Peasley, Mark J. Pelletier
ABSTRACT Purpose The increasing interest of grit research in sales represents an opportunity as sales-dependent organizations stand to benefit significantly from an enhanced understanding of how grit arises and how it affects sales performance. The nature of sales, with high levels of stress and rejection, presents conditions in which individuals possessing high levels of grit should find greater success
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Improving Business-to-Business Relationship Quality Through Salespeople’s Grit and Political Skill Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-09 Charles H. Schwepker Jr., Megan C. Good
ABSTRACT Purpose Two characteristics – Grit and Political Skill – appear to offer meaningful value to industrial marketers through improving customer relationship quality. The premise of this study is to investigate the role of these characteristics of business-to-business salespeople as they influence selling approaches and ultimately long-term customer relationships. Previous research in both academic
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Should I Stay or Should I Go? The Cascading Impact of Performance Pressure on Supervisor Bottom-Line Mentality and Salesperson Hypervigilant Decision Making, Emotional Exhaustion, and Engagement Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-09-08 Barron W. Brown, Jennifer A. Locander, William B. Locander
ABSTRACT Purpose Pressure to achieve or exceed performance goals accompanies many sales positions in business-to-business (B2B) organizations. Sales supervisors experience pressure from executives to hit sales targets, exceed quotas, and increase market share. Such pressures may result in supervisor adoption of a bottom-line mentality (SBLM). When this occurs, supervisors tend to focus solely on achieving
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Servant Leadership Effects on Salesperson Self-Efficacy, Performance, Job Satisfaction, and Turnover Intentions Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-05-04 Kevin W. Westbrook, Robert M. Peterson
ABSTRACT Purpose Servant leadership has been tested as having a positive impact on employee self-efficacy which has been tested in the marketing literature within a service-delivery context. To date, there are no studies testing the Servant Leadership → Self-Efficacy path leading to salesperson job satisfaction, sales performance, and turnover intentions within a B2B context. The purpose of this study
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Stop making excuses: reducing unethical behavior and improving performance and relationship quality Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-03-31 Megan C. Good, Charles H. Schwepker Jr.
ABSTRACT Purpose The premise of this article is to investigate the role of neutralization techniques by business-to-business salespeople as they influence ethical views and impact unethical behaviors, performance, and relationships. Research has previously noted the prevalence and impacts of excuse-making by individuals. Identified as neutralization techniques, these practices have been linked to salespeople
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Framing Changes of the Value Proposition of Emerging Technologies in a B2B Context Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-03-30 Gulnara Nussipova
ABSTRACT Purpose Although the literature acknowledges the importance of value proposition change, existing research on how the value proposition can change remains relatively limited. The aim of the study was to develop a framework to explore how the value proposition evolves over time in the case of emerging technologies. Methodology/approach Based on a single case and a processual approach, the longitudinal
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Growing through Giving: The Role of Paying it Forward in Business-to-Business Marketing Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-03-30 Theresa Eriksson
ABSTRACT Purpose Providing B2B marketing with insights into the nascently explored generalized social exchange dimension paying it forward. Marketing is an ongoing exchange relationship of particular significance in the B2B context, where exchanges often are indirect. Therefore, understanding the generalized exchange mechanism paying it forward is important in order to derive value from it, both as
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A Process-Based Framework for B-to-B Service Quality: A Practitioner Note of Management Consulting Service Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-03-30 N. Venkateswaran
ABSTRACT Purpose This practitioner note proposed a consulting service quality model based on service process, which contains four dimensions: potential service capability (PoSC), process service capability (PrSC), situational interaction capability (SIC), and service outcomes (SO). The four dimensions were transformed from INDSERV scale which was specialized for B-to-B service. Methodology The research
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Some Reflections on the State of Business-to-Business Marketing Research Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-03-28 Nektarios Tzempelikos
ABSTRACT Purpose This interlude mirrors some of the issues raised in Tanner’s recent paper (2021) on areas of contribution, made to the field: a review of several inflection points that led to the evolution of business-to-business (B-to-B) marketing research, the lack of relevance of B-to-B marketing research, and the challenge of little B-to-B research reaching mainstream journals. Acknowledged is
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Are Business-to-Business Employees More Engaged or Burned Out amid A Global Health Crisis: A Comparative Study Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-03-15 Diane R. Edmondson, Lucy M. Matthews
ABSTRACT Purpose The most recent health crisis, COVID-19, has been the greatest disruptor to society in centuries. This disruption has significantly impacted how business-to-business organizations conduct business. These disruptions may create changes in work-related attitudes and perceptions for business-to-business employees. However, due to the recency of the pandemic, there is a lack of published
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Dark Side of Sharing Economy: Examining the Unethical Practices and Its Impact on Coopetition and Firm Performance Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-02-22 Sheshadri Chatterjee, Ranjan Chaudhuri, Demetris Vrontis, Pantea Foroudi
ABSTRACT Purpose The purpose of this study is to examine the unethical practices that could take place in the sharing economy and their impact on B2B cooperation and competition among rival firms and their performance. Design/methodology/approach From the literature review and theories, a theoretical model has been developed. The model is later validated using the structural equation modelling technique
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Validating the Sequential Logic of Quality Constructs in Seller-customer Business Relationships – Antecedents, Mediator and Outcomes Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-02-19 Nils M. Høgevold, Rocio Rodriguez, Göran Svensson, Mornay Roberts-Lombard
ABSTRACT Purpose The main purpose of the study is to assess proposed relationships in a model across different settings, where satisfaction is a mediator between quality constructs in a seller-customer relational setting in B2B markets. The positioning of satisfaction as a mediator is between trust and commitment as antecedents of satisfaction, and cooperation, continuity, and coordination as postcedents
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Acquiring Professional Service Customers: Do Agile Project Methods Increase the Intention to Choose an Out-supplier? Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-02-18 Silke Bambauer-Sachse, Thomas Helbling
ABSTRACT Purpose The study investigates how different constellations of agile and plan-driven project management methods used by in- and out-suppliers, out-supplier reputation, and satisfaction with the in-supplier affect intentions to choose the out-supplier for a new professional service, and whether these effects are mediated by perceived switching costs. Methodology This is a survey-based study
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Retrospective View and Thematic Analysis of Business-to-Business Relationships through Bibliometric Analysis Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2022-02-15 Priyanka Sharma, Surajit Saha, M S Balaji
ABSTRACT Purpose In the current business context, deliberations concerning business-to-business relationships (business relationships) and their importance to business firms are increasing. The extensive research in this area over the past three decades had created a need to synthetize existing research. This paper explores the development of business relationships domain concerning (1) publication
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Integrating Social Media and Traditional Modes of Customer Interaction for New B2B Service Development Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-12 Dr. Intekhab (Ian) Alam
ABSTRACT Purpose The extant literature has indicated that interacting with customers to obtain their input during new service development projects is key to developing successful new services. However, the literature has focused mostly on the use of traditional face-to-face interaction with the customers. Lately, a growing trend among many B2B firms is to collaborate with the customers via various
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The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-21 Hayam Alnakhli, Aniefre Eddie Inyang, Omar S. Itani
ABSTRACT Purpose This paper aims to examine salesperson skills, including listening, communication, and adaptive selling, that can enable value co-creation with customers and increase sales performance, while taking into consideration the contingent role of salesperson relationship-enhancing activities. Methodology Survey and objective sales performance data were collected from 201 B2B salespeople
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Social Media Agencies and Clients: A Resource Integration Approach Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-12 Ahsan Naeem Lone, Amrul Asraf Mohd-Any, Noor Akma Mohd Salleh
ABSTRACT The purpose of this paper is to empirically investigate the agency-client relationship dynamic between a client firm and social media agency through the theoretical lens of service-dominant logic (S-D logic) of marketing, specifically through the application of a resource integration approach. The study adopted an exploratory qualitative research approach to investigate resource integration
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Framing Static and Dynamic Time-Periods through the Teleological Lens in the Implementation Process of Enterprise Resource Planning Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-13 Professor Rocío Rodríguez, Carmen Otero-Neira, Professor Göran Svensson
ABSTRACT Purpose Enterprise Resource Planning (ERP) is a technological tool which improves and eases B to B communication and reinforces business relationships as well as business-to-business (B to B) marketing. Based on a teleological lens in B to B relationships between ERP sellers and ERP buyers, the research objective of this study is to frame static and dynamic time-frames in the ERP implementation
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How to Understand and Succeed in Business Marketing in an Emerging Africa Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-11-18 Russell Abratt
(2021). How to Understand and Succeed in Business Marketing in an Emerging Africa. Journal of Business-to-Business Marketing: Vol. 28, No. 4, pp. 441-443.
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Exploring Textual Modes, Imagery and Claims in B to B and B to Print Advertising Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-09 David A. Gilliam, Justin R. Muñoz, Fernando R. Jiménez, Seunghyun Kim, Christopher M. Kyle
ABSTRACT Purpose This exploratory inquiry examined 35 types of textual modes (stories, metaphors, puns, etc.), imagery, and claims in both business-to-business (B2B) and business-to-consumer (B2C) print advertising. This framework for ad content could form the foundation for further efforts with other media. Methodology/Approach A content analysis compared B2B advertising with that of B2C firms. It
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Supplier Satisfaction in Buyer–Supplier Relationships: Assessment from Supplier Perspective Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-09 Kunal K. Ganguly, Santanu Roy
ABSTRACT Purpose A long-lasting buyer–supplier relationship is vital for any business organization to be successful. The purpose of this study is to explore the factors that affect the supplier satisfaction in buyer–supplier relationships and to explore their causal relationships. Methodology The work is an attempt to probe the issue of supplier satisfaction in a purchasing relationship and the various
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B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-09 Nils Høgevold, Rocio Rodriguez, Göran Svensson, Carmen Otero-Neira
ABSTRACT Purpose This study focuses on a framework of sales performance drivers, considering four areas of seller skills, and seven dimensions that the literature generally recognizes as affecting sales performance in B2B settings. The four areas and seven dimension of seller skill level are as follows: (i) interpersonal abilities, including communication as well as presentation skills; (ii) degree
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Brand Identity-image Congruence: A Framework for Business-to-business Banks in South Africa Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-09 Kuhle M. Zwakala, Pieter Steenkamp
ABSTRACT Purpose A fundamental element of brand-building is communicating what a brand is and what it stands for. Clarifying a brand’s identity may yield sustained competitive advantage. Moreover, aligning a brand’s identity to its image is vital in business-to-business (B2B) services, where a firm’s actual character and performance serve as critical sources of differentiation. This study proposes
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Practitioner Note: A Meta-Analysis on Coopetition and Performance Relationship Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-12-09 Junping Yang, Mengjie Zhang, Wanning Li
ABSTRACT Purpose: We argue consistent with the knowledge-based theory that variances in the outcome of firms’ coopetition strategy depend on the characteristics of industries. Industry characteristics are one of the reasons for the heterogeneity of existing research. Design/methodology/approach: This article conducts a meta-analysis on the relationship between coopetition and performance. Empirical
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Business-to-Business Marketing in the Light of the Evolution of the Business Environment Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
(2021). Business-to-Business Marketing in the Light of the Evolution of the Business Environment. Journal of Business-to-Business Marketing: Vol. 28, No. 2, pp. 101-104.
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The Influence of B to B Firms Use of Multiple Social Media Platforms on Relationship Sales Performance: An Institutional Perspective Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
ABSTRACT Purpose: Overwhelmed by the huge rise in the number of social media (SM) platforms, B to B firms have been increasingly using multiple social media (SM) platforms to enhance their relationships with their customers. The purpose of this study is to investigate the influence of the competitive pressure to use SM on B to B firms use of multiple SM platforms, organization and individual SM competences
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B to B firms’ motivation to become members of digital platforms: the case of crowd UK Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
ABSTRACT Purpose The purpose of this study is to develop a conceptual framework that identifies the determinants leading to B-to-B firms’ motivations and subsequently to their intentions to become members of a new digital platform from a multi-stakeholders’ perspective, while mapping factors that encourage the intention and actual registration of B-to-B players to use the particular digital platform
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Innovation in Key Account Management: Identification of Research Trends and Knowledge Gaps Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
ABSTRACT Purpose: The present work is aimed to provide a comprehensive overview of the research landscape in Key Account Management (KAM) and to identify potential knowledge gaps and under studied research questions in the context of innovation in KAM. Method: Bibliometric and content analyses have been performed. The identified scientific articles underwent into a quantitative and qualitative investigation
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The Impact of the Negotiators’ Personality and Socio-Demographic Factors on Their Perception of Unethical Negotiation Tactics Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
ABSTRACT Purpose; The study aims to examine the impact of a negotiator’s profile (personality, gender, age and experience) on his perception of unethical negotiation tactics. Design/methodology/approach; A survey has been conducted among 220 middle manager employees and chief executive officers (CEOs) who are directly involved in the negotiation processes and activities for their organizations. A component
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Reciprocating Business Model Innovation – How Client and Supplier Models Interact Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
ABSTRACT Purpose. The purpose of this article is to show the relationship between changes of industry business model on the supplier side and changes in business model on the client side, using the information technology industry as an example. This is the first paper to investigate supplier-side industry-wide business models and identify their consequences for client-side industry-wide business models
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Developments in B to B and B to C Marketing and Sales Automation Systems Journal of Business-to-Business Marketing (IF 3.045) Pub Date : 2021-09-02
ABSTRACT Purpose This viewpoint article considers the impact of the latest developments in information and communications technology on the automation of and support for marketing and sales. It compares the situation in business to business and business to consumer markets and identifies the similarities and differences between the two. It compares the situation with what is being covered in academic