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Singh, Sunil K., Detelina Marinova, and Jagdip Singh. "Business-to-Business E-Negotiations and Influence Tactics." Journal of Marketing 84, no. 2 (January 28, 2020): 47–68. http://dx.doi.org/10.1177/0022242919899381.
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E-negotiations, or sales negotiations over email, are increasingly common in business-to-business (B2B) sales, but little is known about selling effectiveness in this medium. This research investigates salespeople’s use of influence tactics as textual cues to manage buyers’ attention during B2B e-negotiations to win sales contract award. Drawing on studies of attention as a selection heuristic, the authors advance the literature on mechanisms of sales influence by theorizing buyer attention as a key mediating variable between the use of influence tactics and contract award. They use a unique, longitudinal panel spanning more than two years of email communications between buyers and salespeople during B2B sales negotiations to develop a validated corpus of textual cues that are diagnostic of salespeople’s influence tactics in e-negotiations. These e-communications data are augmented by salesperson in-depth interviews and survey, archival performance data, and a controlled experimental study with professional salespeople. The obtained results indicate that the concurrent use of compliance or internalization-based tactics as textual cues bolsters buyers’ attention and is associated with greater likelihood of contract award. In contrast, concurrent use of compliance and internalization-based tactics is prone to degrade buyer attention and likely to put the salesperson at a disadvantage in closing the contract award.
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Ozcelik, Yasin, and Zafer D. Ozdemir. "Market Transparency in Business-to-Business e-Commerce." International Journal of E-Business Research 7, no. 4 (October 2011): 62–78. http://dx.doi.org/10.4018/jebr.2011100105.
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Market transparency refers to the level of current trade information revealed to participants by market makers. This paper analyzes the effect of market transparency on the outcomes of posted-offer style Business-to-Business e-commerce markets. First, increasing market transparency improves the price-tracking ability of sellers, and results in higher efficiency. However, revelation of quantity information on transactions is not very crucial as opposed to price information. Second, although sellers extract significantly higher surplus (profit) than buyers can do in a posted-offer market, the difference vanishes with increasing market transparency. Lastly, sellers in posted-offer markets respond poorly to external demand shocks. Interestingly, the poor price-tracking performance of sellers hurts buyers more. In other words, seller profits are much less sensitive to demand shocks as compared to buyer surpluses.
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Truong, Dothang. "Distrust issues in business-to-business e-procurement decisions." Journal of Enterprise Information Management 32, no. 6 (October 11, 2019): 1071–88. http://dx.doi.org/10.1108/jeim-01-2019-0020.
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Purpose Despite the important role of distrust in predicting the intention to use, existing literature has not studied the impact of distrust on the buyer’s integration with suppliers and their e-procurement usage in the B2B context, creating major gaps in the e-procurement theory. The purpose of this paper is to fill the gaps in the literature by examining the role and impact of distrust in the e-procurement context. Design/methodology/approach Data were collected through a web-based survey of purchasing professionals in the USA. ANOVA was used to compare the level of distrust among companies. In addition, the measurement model and hypotheses were tested using the structural equation modeling method. Findings Empirical findings indicate if buyers have uncertainty or negative expectation on the reliability and capability of the supplier in e-procurement systems, they would tend to hesitate to use e-procurement for purchasing. Furthermore, distrust also inhibits buyers from strengthening the supplier integration through sharing operational and logistics information and collaborating in new product development and purchasing process. Research limitations/implications This paper discovers the vital role of distrust in the e-procurement context. Distrust has a significant impact on a company’s cooperation and commitment with business partners. Additionally, to improve the supplier integration, it is important not only to use e-procurement applications but also to have a mechanism to lower the buyers’ distrust level in e-procurement systems. Practical implications Realizing the important role of distrust, e-procurement vendors could improve the supplier selection process by allowing buyers to review the supplier’s reliability and capability, and to interact with the supplier before making any online purchase. Vendors could also build a better supplier verification system and collaborative mechanism to reduce buyers’ distrust issues. Originality/value Despite the important role of distrust in predicting the intention to use, existing literature has not studied the impact of distrust on the buyer’s integration with suppliers and their e-procurement usage in the B2B context, creating major gaps in the e-procurement theory. This paper fills the gaps in the literature by examining the role and impact of distrust in the e-procurement context.
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Rozin, Randall. "Editorial: Buyers in business-to-business branding." Journal of Brand Management 11, no. 5 (May 2004): 344–45. http://dx.doi.org/10.1057/palgrave.bm.2540179.
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Gill, Manpreet, Shrihari Sridhar, and Rajdeep Grewal. "Return on Engagement Initiatives: A Study of a Business-to-Business Mobile App." Journal of Marketing 81, no. 4 (July 2017): 45–66. http://dx.doi.org/10.1509/jm.16.0149.
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Firms are increasingly offering engagement initiatives to facilitate firm–customer interactions or interactions among customers, with the primary goal of fostering emotional and psychological bonds between customers and the firm. Unlike traditional marketing interventions, which are designed to prompt sales, assessing returns on engagement initiatives (RoEI) is more complex because sales are not the primary goal and, often, direct sales are not associated with such initiatives. To assess RoEI across varying institutional contexts, the authors propose and empirically implement a methodological framework to investigate a business-to-business mobile app that a tool manufacturer provides for free to engage its buyers. The data include sales by buyer firms that adopted the app over 15 months, as well as a control group of buyers that did not adopt. The results from a difference-in-differences specification, together with selection on observables and unobservables, show that the app increased the manufacturer's annual sales revenues by 19.11%–22.79%; even after accounting for development costs, it resulted in positive RoEI. This RoEI was higher when buyers created more projects using the app, so customer participation intensity appears to underlie RoEI. This article contributes to engagement literature by providing a methodological framework and empirical evidence on how the benefits of engagement initiatives materialize.
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A. Anaza, Nwamaka, and Brian Rutherford. "Increasing business-to-business buyer word-of-mouth and share-of-purchase." Journal of Business & Industrial Marketing 29, no. 5 (May 27, 2014): 427–37. http://dx.doi.org/10.1108/jbim-10-2011-0143.
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Purpose – This study aims to examine the satisfaction-loyalty framework on word-of-mouth communications (WOMC) and share-of-purchases in situations where business-to-business (b-t-b) buyers have a relationship with both the salesperson and the selling firm. Design/methodology/approach – This study uses an online panel to examine respondents with b-t-b purchasing authority for their given firm. Lisrel 8.52 was used to examine the proposed structural model. Findings – This study finds that satisfaction, loyalty and WOMC with regards to the salesperson directly impacts satisfaction, loyalty and WOMC with the selling firm, respectively. Also, the study finds that certain levels of buyer satisfaction and loyalty impact post purchase behavior and spending. Research limitations/implications – Several contributions emerge from the proposed model to advance relationships within b-t-b markets by examining methods in which salespeople can directly influence their company’s financial outcome in the form of increased customer spending; examining methods for increasing buyers’ WOMC; expanding the current body of knowledge examining the buyer–selling firm relationship as two unique, but related, relationships; and further revealing the dichotomy between consumer markets and b-t-b markets. Originality/value – This research authenticates the need to examine satisfaction, loyalty and WOMC from a multi-level perspective in b-t-b environments. Further, the understanding of share-of-purchases is advanced.
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Anders, Abram D., Joshua T. Coleman, and Stephen B. Castleberry. "Communication Preferences of Business-to-Business Buyers for Receiving Initial Sales Messages: A Comparison of Media Channel Selection Theories." International Journal of Business Communication 57, no. 3 (April 11, 2017): 370–400. http://dx.doi.org/10.1177/2329488417702476.
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Recent research on media channel selection theories has called for studies exploring communication in interorganizational business relationships and for specific work functions. The present study addresses this need through an exploration of buyer-seller communication practices in business-to-business contexts. Based on a survey of buyers, it offers a comparison of e-mail and voice mail with an emphasis on preferences for initial or cold call sales messages. The study design compares the explanatory power of three prominent theories of media channel selection: media richness theory, channel expansion theory, and media synchronicity theory. Results indicate that e-mail and voice mail/phone are the most frequently used media channels for business-to-business sales communication. Buyers preferred to receive initial messages from new salespeople by e-mail. Voice mail and phone are preferred for specific processes in established relationships, including conflict resolution, negotiations, and relationship building. Of the three theoretical models, media synchronicity theory offered the most thorough and robust account of buyer media preferences and channel selection rationales. Congruent with the expectations of media synchronicity theory, buyers preferred e-mail for communication processes characterized by the conveyance of information due to its capabilities for information processing. In particular, buyers preferred the higher parallelism of e-mail—including its capabilities for engaging in multiple conversations simultaneously—as it supported multitasking working styles.
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Cabral, Sandro, Priscila Fernandes Ribeiro, and Sanders Zurdo Romão. "Determinants of contract renewals in business-to-business relationships." RAUSP Management Journal 55, no. 4 (November 23, 2019): 473–89. http://dx.doi.org/10.1108/rausp-04-2019-0057.
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Purpose This paper aims to analyze the underlying factors of contract renewals in business-to-business (B2B) contracts. Design/methodology/approach The authors build a unique data set with 296 contracts signed between a major firm supplying petrochemical goods and its 128 customers between 2013 and 2016. They use Insider Econometrics as their methodological approach. Findings The econometric results suggest that contracts involving higher volume of trade, higher levels of dedicated assets representing seller’s specific investments in each transaction, and contracts comprising more than one product present an increased likelihood of being renewed. Research limitations/implications Although limited to a single organization, this paper contributes to management theories focused on buyer–supplier relationships in which coordination between interdependent parties is required. Practical implications Practitioners engaged in B2B relationships may benefit from the findings to shape their bargaining strategies in contexts of high levels of asset specificity and bilateral dependence. Originality/value This paper contribute to theories related to the strategic negotiation between buyers and suppliers by emphasizing the importance of asset specificity in a nuanced and multifaceted fashion, by highlighting aspects related to resource dependency, and idiosyncratic characteristics on contract renewal.
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Mawdsley, John K., and Deepak Somaya. "Relational Embeddedness, Breadth of Added Value Opportunities, and Business Growth." Organization Science 32, no. 4 (July 2021): 1009–32. http://dx.doi.org/10.1287/orsc.2020.1415.
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The current paper complements and extends traditional Penrosean theories of firm growth by examining how a (supplier) firm’s relational embeddedness with its portfolio of existing buyers affects its business growth. Our theorizing rests on the foundation that a firm’s business growth stems from its breadth (or volume) of opportunities for creating added value with buyers, which more fully realizes the Penrosean vision that firm growth can be explained by a dynamic interaction between productive resources and demand-side market opportunities. Although relational embeddedness may give a supplier dyadic advantages with focal buyers, which supports business growth, we theorize that it can also lead to narrower added value business opportunities with the supplier’s entire portfolio of buyers. Critically, we hypothesize that the effect of relational embeddedness on business growth is moderated by a set of relational and demand-side attributes. These hypotheses are tested on a panel data set of patent law firms (suppliers) and their relationships with corporate clients (buyers). We find that greater relational embeddedness is associated with slower supplier business growth, and consistent with our hypotheses, this negative effect is alleviated when these firms have greater cross-servicing ability and receive more relational commitment from buyers but exacerbated when suppliers hold more buyer-specific knowledge and when buyers undertake more (internal) concurrent sourcing. In turn, our research demonstrates how the attributes of a supplier’s relationships with its portfolio of buyers can impact access to new business opportunities and thus opens up new directions for research on firm growth, demand-side strategy and buyer-supplier relationships.
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Sharma, Priyanka, Raghu Nandan Sengupta, and J. David Lichtenthal. "Facets of business-to-business brand equity: mixed-methods approach." Marketing Intelligence & Planning 37, no. 7 (October 7, 2019): 754–69. http://dx.doi.org/10.1108/mip-10-2018-0437.
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Purpose The purpose of this paper is to highlight various aspects of business-to-business brand equity (B2BBE) and explain relative impact of marketing/advertising, research and development (R&D), human resource and distribution network to build compelling business brands that display better firm performance. Design/methodology/approach A total of 51 in-depth semi-structured interviews with distributors and industrial buyers revealed different facets of B2BBE. Generalized method of moments (GMM) was applied on a large-scale panel data set of industrial firms to estimate the effects of firms’ R&D, advertising/marketing, distribution and staff training (proxy to sources of B2BBE) on sales. Findings First, varying levels of product application criticality and end-customer brand stature reflect four distinct organizational purchase requirements, namely, assured performance, prestige, brand leaders and commodity. Second, a taxonomy of five sources of B2BBE (prominence, solutions, accessibility, relationships and network strength) manifests buyers’ interactive experience during the purchase cycle. Third, it illustrates the positive short-term effect of all explanatory variables coupled with the positive long-term impact of R&D on sales. Practical implications Features like B2C brand image, clear and precise product information, credit/flexible payment terms, distributor image, add-on services to the core product and upstream–downstream referrals characterize strong brands. GMM model results help managers, in budget allocation. Originality/value The originality of this paper lies in proposing a comprehensive B2BBE framework based on triangulation; deployment of a common structure to simultaneously investigate distributors and industrial buyers, to discover whether their philosophies reinforce/undermine industrial branding strategies; and suggesting the use of GMM model to arrive at actionable insights.
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Chase, Kevin S., and Brian Murtha. "Selling to Barricaded Buyers." Journal of Marketing 83, no. 6 (September 11, 2019): 2–20. http://dx.doi.org/10.1177/0022242919874778.
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In business-to-government and business-to-business transactions, suppliers often have limited access to buyers during the buying process. The authors term these buyers “barricaded buyers.” Despite the prevalence of barricaded buyers in practice, research has remained largely silent on the topic. Therefore, the authors combine insights from eight organizational purchasing case studies and individual interviews with signaling theory to advance a conceptual framework that highlights ways a supplier can increase its competitiveness (and, correspondingly, its selection likelihood) when selling to barricaded buyers. The framework reflects three distinct ways in which signaling occurs or influences the barricaded buying process: the seller signals to buyers (e.g., through novel solutions, explicit responding), the seller signals to competing sellers (e.g., through peacocking), and the buyer signals to sellers whose meaning is jammed (e.g., through supplier-specific capabilities and language). The framework invokes barricade restrictiveness as an important contingency variable that lends nuance to when the signaling activities are most likely to affect suppliers’ competitiveness.
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Mier, Joel, Jeffrey Carlson, Danny Norton Bellenger, and Wesley J. Johnston. "Business buyers are people too: exploring how geodemographics affects business-to-business selling effectiveness." Journal of Business & Industrial Marketing 35, no. 10 (March 13, 2020): 1539–52. http://dx.doi.org/10.1108/jbim-01-2019-0037.
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Purpose Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness. Design/methodology/approach As an application of engaged scholarship, this study leverages a years’ worth of sales activity and results from a Fortune 500 financial services company for 2,710 dyads; personal characteristics (i.e. geodemographics) were appended for the customers/prospects of the dyads. The data was analyzed with hierarchical regression, and subgroups were tested using the Chow test. Findings The results support that geodemographic segments – as a proxy for personal characteristics – moderate the strength of the relationship between selling activities and sales effectiveness. Overall, the results demonstrate that selling activities have varying impacts on sales effectiveness within geodemographic segments and buyclass scenarios. Practical implications While it has been long held that understanding the personal characteristics of the B2B purchasing decision-maker is critical for sales effectiveness, little guidance has been provided on how to accomplish this to scale. The present study provides a framework and process for practitioner operationalization. Originality/value This research contributes to the literature that has explored personal characteristics of buying center members. Additionally, the results suggest that personal characteristics of the purchase decision-maker may transcend business-to-consumer and B2B purchasing contexts.
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Reid, David A., Ellen Bolman Pullins, Richard E. Plank, and Richard E. Buehrer. "Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions." Journal of Business & Industrial Marketing 19, no. 4 (June 2004): 236–49. http://dx.doi.org/10.1108/08858620410540973.
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Stephens, Kim, and Richard L. Baskerville. "The impact of implicit bias on business-to-business marketing." Journal of Business & Industrial Marketing 35, no. 10 (March 28, 2020): 1517–25. http://dx.doi.org/10.1108/jbim-01-2019-0019.
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Purpose Physical social cues can influence the buyer and seller in business-to-business (B2B) marketing. The current behavioural model does not account for the role of implicit bias. The purpose of this paper is to present that relationship and introduce a process model to weaken implicit bias through training with the employment of transformational conversation. Design/methodology/approach With social cues as the predecessor to inferences, there is the potential for implicit bias to derail relationship building in a B2B context. The author’s qualitative field study offers guidance for businesses to make informed decisions about implicit bias training. Findings The study findings show that an interactive workshop following a process model with the addition of transformational conversation can weaken implicit bias. Research limitations/implications The research was conducted with a small cohort of information technology professionals. More research should be done specifically with sellers and buyers in various industries over a longer period of time with periodic follow-up on sales performance and relationship building. Practical implications Minority groups had a combined buying power of $3.9tn in 2018. For sellers to succeed, they have to be able to modulate the implicit biases that interfere with good sales relationships. Originality/value This paper introduces implicit bias as a moderator into the conceptual framework of the behavioural response to social cues in the B2B context and offers a model of implicit bias training using a process model with transformational conversation.
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Stafford, Thomas F., and Marla Royne Stafford. "Industrial buyers’ perceptions of industrial salespersons." Journal of Business & Industrial Marketing 18, no. 1 (February 1, 2003): 40–58. http://dx.doi.org/10.1108/08858620310458633.
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There are many anecdotal accounts about industrial buyers’ perceptions of sellers, but little research exists empirically to determine these perceptions. This research generates a profile of industrial buyer perceptions of salespeople developed from a perceptual inventory gathered from a national sample of purchasing professionals. Both positive and negative profiles are identified, but means analysis generally supports the contention that industrial buyers have largely positive perceptions of salespeople. These profiles can be useful to both researchers and industry professionals in assessing the effects of buyer perceptions in industrial, business‐to‐business, and relationship marketing situations.
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Zhang, Yifeng, and Siddhartha Bhattacharyya. "Information Sharing Strategies in Business-to-Business E-Hubs." International Journal of Intelligent Information Technologies 6, no. 2 (April 2010): 1–20. http://dx.doi.org/10.4018/jiit.2010040101.
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Studies show that supply chain structure is a key factor affecting information sharing. Business-to-business (B2B) e-hubs have fundamentally changed many companies’ supply chain structure, from a one-to-many to a many-to-many configuration. Traditional supply chains typically center around one company, which interacts with multiple suppliers or customers, forming a one-to-many structure. B2B e-hubs, on the contrary, usually connect many buyers and sellers together, without being dominated by a single company, thus forming a many-to-many configuration. Information sharing in traditional supply chains has been studied extensively, but little attention has been paid to the same in B2B e-hubs. In this study, the authors identified and examined five information sharing strategies in B2B e-hubs. Agent performances under different information sharing strategies were measured and analyzed using an agent-based e-hub model and practical implications were discussed.
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Deeter-Schmelz, Dawn R., Aric Bizzari, Rebecca Graham, and Catherine Howdyshell. "Business-to-Business Online Purchasing: Suppliers' Impact on Buyers' Adoption and Usage Intent." Journal of Supply Chain Management 37, no. 1 (December 2001): 4–10. http://dx.doi.org/10.1111/j.1745-493x.2001.tb00087.x.
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Huang, Yingping, Xihui Zhang, and Paulette S. Alexander. "A Heuristic Algorithm for Optimizing Business Matchmaking Scheduling." International Journal of Operations Research and Information Systems 3, no. 4 (October 2012): 59–73. http://dx.doi.org/10.4018/joris.2012100104.
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Business matchmaking is a service dedicated to providing one-on-one appointments for small businesses (or sellers) to meet with government agencies and large corporations (or buyers) for contracting opportunities. Business matchmaking scheduling seeks to maximize the total number of appointments with the maximum objective that weighs the preferences of both buyers and sellers. In this paper, the authors transformed the business matchmaking scheduling problem into a 3-dimensional planar assignment problem and solved it heuristically using a series of bipartite maximum weighted maximum cardinality matching problems. Simulation experiments and real data showed that this algorithm outperforms human experts and prior algorithm in terms of number of appointments, the objective that weighs buyer and seller’s preferences, and the execution time.
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Woodside, Arch G., and Elizabeth J. Wilson. "Constructing thick descriptions of marketers’ and buyers’ decision processes in business‐to‐business relationships." Journal of Business & Industrial Marketing 15, no. 5 (September 2000): 354–69. http://dx.doi.org/10.1108/08858620010345686.
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Choe, Jong-min. "The Classification of Types of Business-to-Business Electronic Commerce." Journal of information and organizational sciences 41, no. 1 (June 16, 2017): 1–20. http://dx.doi.org/10.31341/jios.41.1.1.
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Based on the degree of information sharing between buyers and suppliers as well as the level of supplier power, we suggested a framework that can be useful for classifying types of business to business (B2B) electronic commerce (EC) in the manufacturing firms. According to this framework, four kinds of B2B EC were theoretically proposed, classified, and empirically confirmed. These four are: an electronic marketplace, electronic procurement, electronic partnerships, and electronic distribution. Many prior studies have investigated and proposed some kinds of B2B EC. However, these studies focused mostly on one or two types of B2B EC, and did not develop or suggest a framework for the classification of forms of B2B EC. The framework constructed in this research can be utilized variously. Specifically, when a firm wants to initiate B2B EC with its suppliers, this framework can help a firm to decide and select an appropriate kind of B2B EC. This framework can also be applied to evaluate whether the proper form of B2B EC has been adopted or not.
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Syed Alwi, Sharifah Faridah, Bang Nguyen, TC Melewar, Yeat Hui Loh, and Martin Liu. "Explicating industrial brand equity." Industrial Management & Data Systems 116, no. 5 (June 13, 2016): 858–82. http://dx.doi.org/10.1108/imds-09-2015-0364.
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Purpose – The purpose of this paper is to explore brand equity from multiple perspectives (tangible and intangible) and their joint consequences, namely, on industrial buyers’ brand loyalty and their long-term commitment. The aim is to provide a more comprehensive framework of the buyer’s behavioral response in the business-to-business context by integrating both trust elements and industrial brand attributes (brand performance and industrial brand image). In addition, the study explores the mediation effects of trust and brand attributes on industrial buyers’ responses such as loyalty and long-term commitment. Design/methodology/approach – Using a survey approach, the study includes respondents working in the heating, ventilating and air-conditioning (HVAC) industry in Malaysia, and data are collected in the industrial air-conditioning segment. The research model was tested with SEM. Findings – Findings show that brand performance and industrial brand image directly affect brand trust but with different effects on buyers’ commitment and loyalty. Interestingly, industrial brand image only mediates the responses via brand trust, while brand performance has a direct effect. Thus, both brand performance and industrial brand image build buyer trust. But in this context, it is brand performance rather than industrial brand image that influences long-term commitment and loyalty. The study concludes that in the HVAC industry, brand performance, industrial brand image, buyer trust, industrial loyalty and commitment build brand equity. Originality/value – Significant research reveals that, in business-to-business contexts, brand equity depends on the supplier’s brand trust and attributes of the brand such as brand image and brand performance. While useful in guiding a supplier’s or industry’s brand strategy, the study of both brand trust and brand attributes has led to only a partial explanation of the supplier’s or industry’s brand equity. The present research explores industrial brand equity, focussing on tangible assets (performance) and intangible assets (brand image), and their joint consequences.
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Buvik, Arnt, Otto Andersen, and Kjell Gronhaug. "Buyer control in domestic and international supplier-buyer relationships." European Journal of Marketing 48, no. 3/4 (April 8, 2014): 722–41. http://dx.doi.org/10.1108/ejm-03-2011-0181.
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Purpose – The aim of this paper is to investigate the effect of the prior relationship length and employments of supplier specific investments on buyers' control, and compare this effect across international and domestic business-to-business relationships. Design/methodology/approach – The sampling frame consisted of members of a National Association Purchasing and Logistics, and the respondents were asked to select one major supplier that would serve as a referent in answering the questions. In total, 156 purchasing firms responded to the questionnaire, and multiple regression analysis was used to test the hypotheses. Findings – Under condition with substantial supplier specific investments, buyers' control relaxes significantly as the length of the relationship increases in international supplier-buyer relationships, while such change in governance pattern is completely absent in domestic relationships. Research limitations/implications – This study is based on a cross-sectional design and does not fully capture the dynamics of business-to-business relationships. Future research should use different methodologies such as longitudinal studies to examine dynamic relationships among the constructs in the study. Practical implications – When strong inter-firm dependency is present, the level of buyer control in relationships with foreign suppliers is typically high in the early stage of the relationships in order to handle the problems of information asymmetry and prospective opportunistic behavior, and decline as the buyer's experiential knowledge with the foreign supplier increases with successive lower performance ambiguity. This governance pattern is less evident in domestic business-to-business relationships due to the potential effect of stronger reputation effects and stronger familiarity with current standards of trade. Originality/value – The paper contributes to the understanding that the changes in governance form over time will be highly contingent on the level of information asymmetry and inter-firm dependency in the early stage of the exchange relationship.
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Piercy, Nigel F., and Nikala Lane. "Ethical and Moral Dilemmas Associated with Strategic Relationships between Business-to-Business Buyers and Sellers." Journal of Business Ethics 72, no. 1 (November 29, 2006): 87–102. http://dx.doi.org/10.1007/s10551-006-9158-6.
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Valdez-Juárez, Luis Enrique, Dolores Gallardo-Vázquez, and Elva Alicia Ramos-Escobar. "Online Buyers and Open Innovation: Security, Experience, and Satisfaction." Journal of Open Innovation: Technology, Market, and Complexity 7, no. 1 (January 18, 2021): 37. http://dx.doi.org/10.3390/joitmc7010037.
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The topic of consumer behavior in a social context is important due to its influence on the behaviors and attitudes of individuals. New online business models are adopting open innovation practices focused on improving their sales channels through their technological capacity. In this paper, we analyze the purchase intentions in a business context to identify consumer needs through the proper purchase decision process. We must also observe the internal and external factors that influence consumer behavior. More exactly, electronic commerce is facing challenges and opportunities manifested by online consumers, such as design, security, trust, risk, uncertainty, and satisfaction with online purchases. Many external factors (economic, political, social, environmental, and health) influence buyers’ intentions and behaviors. The objectives of this study are to (1) determine the influence of the security level of websites on purchasing behaviors (socially responsible and panic buyers), (2) determine the effect of website security on consumer satisfaction, (3) determine the effect of buyers (socially responsible and panic buyers) on the level of satisfaction, and (4) examine if the buyer experience has a moderating effect between the variables (socially responsible and panic buyers) and the dependent variable (customer satisfaction). We focus on a sample of 663 socially responsible online buyers and panic buyers from the Sonora, Baja California, and Sinaloa regions in Mexico. Data were collected from the months of April to August 2020, and an online questionnaire was used address to each of the residents of these regions aged between 20 and 55 and who were economically active. The data were analyzed using the structural equation model–partial least squares (SEM-PLS) model based on variance. The findings show that website security has significant positive effects on socially responsible buyers, panic buyers, and the level of customer satisfaction. Socially responsible buyers also have positive effects on customer satisfaction. However, the relationship between panic buyers and customer satisfaction is not supported. Related to a moderation analysis, that the buyer experience has a significant effect on the relationship between socially responsible online buyers and the level of satisfaction. Conversely, we find empirical evidence of the buyer experience having no significant effect between panic buyers and customer satisfaction. Our findings contribute to the development of various theories: the theory of behavioral reasoning (BRT), social identity theory (SIT), and the technological adaptation model (TAM). From an academic point of view, the findings are positive and encouraging, contributing to the literature on the e-commerce, behaviors, and attitudes of purchase intentions of individuals. Our work is incorporated into the existing literature on purchase intention and virtual business models, whose characteristics need to continue to be outlined, constituting a popular business model in recent years.
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Bimpikis, Kostas, Wedad J. Elmaghraby, Ken Moon, and Wenchang Zhang. "Managing Market Thickness in Online Business-to-Business Markets." Management Science 66, no. 12 (December 2020): 5783–822. http://dx.doi.org/10.1287/mnsc.2019.3497.
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We explore marketplace design in the context of a business-to-business platform specializing in liquidation auctions. Even when the platform’s aggregate levels of supply and demand remain fixed, we establish that the platform’s ability to use its design levers to manage the availability of supply over time yields significant value. We study two such levers, each using the platform’s availability of supply as a means to incentivize participation from buyers who decide strategically when/how often to participate. First, the platform’s listing policy sets the ending times of incoming auctions (hence, the frequency of market clearing). Exploiting a natural experiment, we illustrate that consolidating auctions’ ending times to certain weekdays increases the platform’s revenues by 7.3% mainly by inducing a higher level of bidder participation. The second lever is a recommendation system that can be used to reveal information about real-time market thickness to potential bidders. The optimization of these levers highlights a novel trade-off. Namely, when the platform consolidates auctions’ ending times, more bidders may participate in the marketplace (demand-side competition); but ultimately auctions for substitutable goods cannibalize one another (supply-side competition). To optimize these design decisions, we estimate a structural model that endogenizes bidders’ dynamic behavior, that is, their decisions on whether/how often to participate in the marketplace and how much to bid. We find that appropriately designing a recommendation system yields an additional revenue increase (on top of the benefits obtained by optimizing the platform’s listing policy) by reducing supply-side cannibalization and altering the composition of participating bidders. This paper was accepted by Vishal Gaur, operations management.
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Saunila, Minna, Juhani Ukko, Mina Nasiri, Tero Rantala, and Sariseelia Sore. "Managing supplier capabilities for buyer innovation performancein e-business." Journal of Global Operations and Strategic Sourcing 14, no. 3 (August 3, 2021): 567–83. http://dx.doi.org/10.1108/jgoss-01-2021-0007.
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Purpose The purpose of this paper is to analyze the connections between the capabilities of suppliers, buyer operations and the innovation performance of buyers in service-based supply chains. In particular, the authors use a construct of supplier capabilities comprising the capabilities needed to produce an online store and divided into capabilities related to the product, capabilities related to service delivery and capabilities related to the buyer-supplier relationship. Design/methodology/approach Data were collected with cross-sectional, random sampling from Finnish companies that have an active online store. A survey was used to collect data on managerial assessments of capabilities of a supplier, the operations of buyers and the innovation performance of buyers. Multiple regressions were used to test the hypotheses. Findings The results reveal that capabilities related to the buyer-supplier relationship are positively connected with the innovation performance of the buyer, but those related to the product and service delivery do not significantly influence the innovation performance of the buyer. The results show that the moderating influence of buyer operations on the relationship between capabilities related to the product and the innovation performance of the buyer is negative. The moderating influence of buyer operations on the relationship between capabilities related to service delivery and the innovation performance of the buyer is positive. Research limitations/implications Forming tight relationships with online store suppliers appears to be a successful way to attain innovation performance for online store operators. Online store operators should not expect supplier capabilities related to online store functionality and characteristics of online store delivery alone to improve their innovation performance. Originality/value Few studies use an e-business operations model to comprehend the role played by supplier capabilities in buyer innovation performance in service-based supply chains. Building on a resource-based view with inter-organizational management and e-business literature streams, the authors focus on three supplier capabilities and buyer operations to investigate their effects in terms of enhancing innovation performance.
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Yan, Zebin, and Jiangyong Lu. "How do a buyer’s political ties affect the market-based selection of suppliers?" Journal of Business & Industrial Marketing 34, no. 6 (July 1, 2019): 1270–80. http://dx.doi.org/10.1108/jbim-12-2017-0321.
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Purpose Although the differential roles of political and business ties are recognized in the literature, the interplay between political and business ties remains unclear. This study aims to explore how political ties affect the formation of business ties with unfamiliar partners by analyzing how a buyer’s political ties affect the market-based selection of suppliers, an important channel through which the buyer forms business ties with unfamiliar suppliers. Design/methodology/approach A survey of 204 Chinese manufacturing firms was conducted to elucidate the relationship between political ties and the market-based selection of suppliers. Findings The findings suggest that buyers with strong political ties are more likely to engage in the market-based selection of suppliers; this positive relationship is diminished when social control is preferred over contractual control in the buyer’s supplier governance and is enhanced when technological uncertainty is high. Originality/value First, this study sheds light on the interplay between political and business ties by revealing how the buyer’s political ties affect the formation of business ties with unfamiliar suppliers, as represented by the market-based selection of suppliers. Second, it uncovers the boundary conditions of the effect of political ties by revealing the moderating effect of social control preference and technological uncertainty. Third, it extends the interorganizational governance structure literature from its focus on the complement-substitute debate on social control and contractual control to examine the contingent effect of a hybrid governance structure.
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Colucci, Mariachiara, and Marco Visentin. "Style and substance: a case study of the expansion of mature business-to-business relationships in the Italian clothing industry." Journal of Business & Industrial Marketing 32, no. 1 (February 6, 2017): 153–66. http://dx.doi.org/10.1108/jbim-03-2016-0064.
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Purpose This paper aims to propose a model of the determinants of the expansion of mature business-to-business relationships in the downstream channel of the Italian clothing industry. The authors investigate the role of both economic and social determinants of retail buyers’ intentions to expand their relationships with a seller. Design/methodology/approach The empirical analysis is based on surveys of more than 150 retail buyers in mature relationships with a major clothing company. This context offers a unique opportunity to explore the interplay between the need for stable relationships and the need to continuously innovate to satisfy consumer demand, given rapidly changing tastes and styles, which can inhibit relationship expansion. Findings Buyers’ intentions to expand relationships are primarily determined by the absence of a formal agreement with the seller. Perceptions of a seller’s goodwill seem to overshadow the detrimental effects of two likely sources of opportunism in the clothing industry: demand uncertainty and the availability of alternative suppliers. Findings also provide evidence of a substitutive effect of formal control and trust in mature business relationships. Originality/value The authors provide insights into the dynamics of mature business relationships with a focus on expansion, rather than just the propensity for relational continuity, and they show how the interplay of transaction costs and social dimensions leads to this expansion. The authors also provide empirical evidence of a context, the clothing industry, where downstream relationships represent an important source of competitive advantage.
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Newell, Stephen J., Duke Leingpibul, Bob Wu, and Yang Jiang. "Gender effects on buyer perceptions of male and female sales representatives in China." Journal of Business & Industrial Marketing 34, no. 7 (August 5, 2019): 1506–20. http://dx.doi.org/10.1108/jbim-09-2018-0258.
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Purpose Women in many countries are breaking through the gender barrier and are working in positions where they have a major impact on the buying and selling activities in business-to-business relationships. A number of studies have investigated the role gender plays in driving perceptions of sales representatives in the USA, however, little research has been undertaken on this important topic in China, one of the largest and most influential countries. Consequently, the purpose of this study is to examine whether the gender of both the buyer and seller, affects perceptions of expertise, trust and loyalty in business relationships. Design/methodology/approach A survey instrument was developed, tested and used on individuals with purchasing responsibility in China. Confirmatory factor analysis was used in the pre-test and the final study data to develop and refine measurement instruments, assessing construct validity, identifying method effects and evaluating factor variance across groups. Independent t-tests were used to compare male and female buyers on their evaluation of sales reps. Findings The results indicate that the gender of the sales person does not seem to be a consideration for male buyers in evaluating reps in any of the variables tested. However, female buyers consistently give less favorable evaluations to female sales people than male sales representatives. The possible implications of these findings are discussed. Research limitations/implications First, this research uses a quantitative methodology in both the collection and analysis of the data. Thus, future studies may want to use a qualitative data set to gain a more in-depth understanding of the business-to-business relationships between men and women in the workplace. Also, as the study was concentrated on a relatively small number of business professionals from only one area in China, subsequently researchers should consider increasing the geographic domain where respondents are sampled, to help improve the generalizability of the results. Practical implications The gender bias by female buyers found in this study has several important implications for businesses in China. Specifically, the suggests that female buyers may carry with them a “collective negative bias” against other women, in this case, female sales reps. The solution to this problem is not to avoid assigning female sales reps to female buyers, rather, it is to change the negative collective social-esteem identity preconceptions. Organizations can do this through training by making women aware of their own predisposition to unfairly evaluate women that they interact with in the workplace. Originality/value It has been argued that gender plays a small role in perceptions of sales representatives in buyer-seller relationships. While this seems to be true in the USA, it has not (until now) been empirically tested in China. Somewhat surprisingly, the gender differences we did uncover are not from male buyers in their assessments, but from female buyers in their evaluation of women sales representatives. This result provides some interesting insight into Chinese business relationships and how some women in positions of power are more critical of other women within their sphere of influence.
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Ruslang, Ruslang, Muslimin Kara, and Abdul Wahab. "Etika Bisnis E-Commerce Shopee Berdasarkan Maqashid Syariah Dalam Mewujudkan Keberlangsungan Bisnis." Jurnal Ilmiah Ekonomi Islam 6, no. 3 (November 19, 2020): 665. http://dx.doi.org/10.29040/jiei.v6i3.1412.
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This study discusses Shopee's e-commerce business ethics based on maqashid sharia in realizing business continuity. Business ethics are the foundation of contemporary business because buyers and sellers do not meet in person. Maintaining the trust of two parties, an absolute requirement for online trading, it is important to apply business ethics based on maqashid sharia. The implication of this is the building of mutual trust between buyers, sellers and Shopee online stores. This study aims to reveal the implications of implementing business ethics based on maqashid sharia at Shopee. This research method uses descriptive qualitative research with field research. In the research results, Shopee applies business ethics based on maqashid sharia so that buyers are increasing and sellers are more loyal and Shopee's business continuity is getting stronger.
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Li, Xiaoling, Xingyao Ren, and Xu Zheng. "Management of competition among sellers and its performance implications for business-to-business electronic platforms." Nankai Business Review International 6, no. 2 (June 1, 2015): 199–222. http://dx.doi.org/10.1108/nbri-02-2015-0006.
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Purpose – This paper aimed to analyze the short- and long-term effects of the breadth and depth of seller competition on the performance of platform companies, and investigated the underlying mechanisms of customers’ two-sided marketing tactics on the structure of the competition between sellers. Design/methodology/approach – A longitudinal research design was adopted by gathering daily market objective data on e-commerce platforms for 250 days, and the dynamic evolution effects was analyzed by using a vector autoregression model which compared the differences between the short- and long-term effectiveness of different customer relationship management (CRM) strategies. Findings – The breadth of competition amongst sellers improves the performance of platforms, whilst the depth of competition among sellers has a positive effect on the short-term performance. However, it has a negative effect on the long-term performance of their platforms. In both the short and long terms, advertising tactics that attract new buyers contribute more to increases in the breadth of seller competition than those that attract existing buyers do. Subsidies for new sellers decrease the depth of seller competition more than those for old sellers. Research limitations/implications – Further research could be undertaken to investigate the validity of marketing tactics other than advertising tactics, and thus expand the time windows of the available data. Practical implications – It is imperative for platform companies to implement effective control over seller competition to balance the interests of the sellers and of themselves. Originality/value – The dyadic paradigm of CRM research has been extended by considering the perspective of the electronic platform company, how the tactics of exploitation and exploration of two-sided customers impact upon seller competitive structures have been delved into and why new customers have a unique value to platform companies has been identified.
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Roddolo, O. "HORTONET SYSTEMS: ON LINE BUSINESS-TO-BUSINESS MARKET PLACE FOR FRUIT AND VEGETABLES BUYERS AND SELLERS." Acta Horticulturae, no. 611 (June 2003): 21–24. http://dx.doi.org/10.17660/actahortic.2003.611.3.
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Truong, Dothang. "An Empirical Study of Business-to-Business Electronic Marketplace Usage: The Impact of Buyers' E-Readiness." Journal of Organizational Computing and Electronic Commerce 18, no. 2 (April 28, 2008): 112–30. http://dx.doi.org/10.1080/10919390801997614.
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Nasution, Akmal. "IMPLEMENTASI KONSEP DISTRIBUTION PORTAL BUSINESS TO BUSINESS DENGAN TEKNOLOGI M-COMMERCE." JURTEKSI (Jurnal Teknologi dan Sistem Informasi) 3, no. 2 (January 28, 2019): 111–16. http://dx.doi.org/10.33330/jurteksi.v3i2.307.
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Abstrak:Perkembangan teknologi di dunia berlangsung sangat pesat, termasuk perkembangan perangkatmobile yang sudah merambah dunia perdagangan. Melalui perangkat mobile, sekarang seseorang dapatmemperoleh informasi bahkan dapat membeli atau menjual produk di internet. Hal demikian sering disebutdengan istilah Mobile Commerce (M-Commerce) yang berarti perdagangan elektronik dengan menggunakanperalatan portable/mobile. M-Commerce dalam penelitian ini digunakan untuk menerapkan konsepdistribution portal, dimana distribution portal adalah salah satu tipe dari business to business. Distributionportal berarti pemasok produk sejenis berkumpul untuk menawarkan produknya kepada calon pembeli,dalam hal ini berarti produk yang ditawarkan dalam M-Commerce yang dibuat berasal dari beberapapemasok produk yang sejenis. Hal ini bertujuan untuk saling melengkapi. Dengan penerapan konsep inidiharapkan kebutuhan pelanggan dapat lebih terpenuhi.Kata Kunci : M-Commerce, Distribution Portal, Business to BusinessAbstract:Technological developments in the world takes place very rapidly, including the development mobiledevices that have penetrated the world of commerce. Through its mobile devices, now a personcan obtain information, even can buy or sell products on the internet. It thus often referred to as MobileCommerce (M-Commerce), which means electronic commerce using portable/mobile equipment.M-Commerce in this study are used to apply concept of distribution portal, where the distribution portal isone type of business to business. Distribution portal means that suppliers of similar products assembledto offer their products to prospective buyers, in this case means the products offered in M-Commerce is madefrom several suppliers of similar products. It aims to complement each other. With the implementation of thisconcept is expected to customer needs can be more satisfied.Keywords: M-Commerce, Distribution Portal, Business to Business
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Graça, Sandra S. "A Global PSS Framework for Sustainable B2B Partnership." Sustainability 13, no. 6 (March 11, 2021): 3066. http://dx.doi.org/10.3390/su13063066.
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Committed Business-to-Business (B2B) relationships are linked to sustainable business partnerships and greater profitability. As competition increases, suppliers must seek to differentiate by shifting the focus of their offerings from the product to services that contribute to create additional value to buyers. This empirical research proposes a product-service system (PSS) framework within the context of a relationship marketing (RM) model tested across a sample of United States (US) and Brazilian buyers. The study examines the impact of value-added benefits on building sustainable B2B partnerships. Results demonstrate that a firm’s servitization strategy that delivers both functional and social benefits fosters greater information exchange and mutual cooperation, which in turn contributes to increase buyer’s trust in, satisfaction with and commitment to a supplier. Despite some noted differences found in the commitment-building process, results show the importance that additional services have on promoting long-term, sustainable B2B partnerships across countries in distinct stages of economic development.
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Matalamäki, Marko, Elina Varamäki, Anmari Viljamaa, Juha Tall, and Anna-Maria Mäkelä. "Unsuccessful SME Business Transfers." Journal of Enterprising Culture 28, no. 02 (June 2020): 121–46. http://dx.doi.org/10.1142/s0218495820500065.
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Business transfers are linked to both the beginning and the end of entrepreneurial processes. A person can become an entrepreneur by acquiring an existing business instead of starting one, and exit from entrepreneurship can occur through selling the business. Business transfers are gradually becoming more common among small businesses, largely due to entrepreneurs’ aging, and thus deserve attention from entrepreneurship scholars. In particular, the issue of why and how business transfer negotiations fail without achieving a transfer has received little research attention. The purpose of this paper is to explore this phenomenon from potential buyers’ and sellers’ perspectives. The findings are based on a sample of 156 responses. The results suggest that the problems occurring in unfinished business transfers are quite numerous and the gaps between the views of the two negotiating parties are wider than in cases where business transfer negotiations are concluded successfully, indicating that the initial negotiation positions can be crucial. This research proposes some key elements to consider when planning an exit by business transfer and highlight the importance of unfinished small business transfers as an essential element of a dynamic business transfer market; a substantial proportion of the potential buyers and sellers are satisfied with the outcome even though the transfer did not occur.
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Elsäßer, Marc, and Bernd W. Wirtz. "Rational and emotional factors of customer satisfaction and brand loyalty in a business-to-business setting." Journal of Business & Industrial Marketing 32, no. 1 (February 6, 2017): 138–52. http://dx.doi.org/10.1108/jbim-05-2015-0101.
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Purpose Reaching customer satisfaction and brand loyalty in a business-to-business setting is still an area of rising interest to both researchers and practitioners. Compared to consumer branding, there is notably very little known about the success factors of industrial branding and how to convince buyers rationally and emotionally in business-to-business markets. Therefore, this paper aims to examine the success factors of branding in a business-to-business setting and analyze their performance impact on customer satisfaction and brand loyalty. Design/methodology/approach In total, 258 buyers of mechanical and plant engineering companies participated in an online survey. Data analysis was performed by using confirmatory factor analysis and structural equation modeling. Findings The results reveal that rational brand quality consists of the three dimensions, product quality, service quality and distribution quality, whereas consistent advertising style, brand image, country-of-manufacture image and salesperson’s personality are dimensions of emotional brand associations. All dimensions positively influence customer satisfaction and brand loyalty. Originality/value This study offers a certain value compared to the relevant literature mentioned in literature review. Compared to a large majority of the papers, the integration of rational and emotional factors in an integrative and complex model implies novelty. For example, Davis et al. (2008) and Baumgarth and Binckebanck (2011) focus on specific exogenous factors in their studies, namely, brand awareness and brand image, respectively, sales force impact combined with product quality and non-personal communication. In contrast, Van Riel, Pahud de Mortanges and Streukens (2005), Chen et al. (2011) and Chen and Su (2012) conceptualized a more complex model but did not separate rational and emotional factors. Jensen and Klastrup (2008) were the only authors who made this separation, but they did not include well-known emotional success factors such as brand image or country-of-manufacture image in their research model. Furthermore, an endogenous causal chain representing an observable consumer behavior is missing. This paper fills this gap.
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Jadczaková, Veronika. "Responsiveness of culture-based segmentation of organizational buyers." Acta Universitatis Agriculturae et Silviculturae Mendelianae Brunensis 61, no. 7 (2013): 2205–12. http://dx.doi.org/10.11118/actaun201361072205.
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Much published work over the four decades has acknowledged market segmentation in business-to-business settings yet primarily focusing on observable segmentation bases such as firmographics or geographics. However, such bases were proved to have a weak predictive validity with respect to industrial buying behavior. Therefore, this paper attempts to add a debate to this topic by introducing new (unobservable) segmentation base incorporating several facets of business culture, denoted as psychographics. The justification for this approach is that the business culture captures the collective mindset of an organization and thus enables marketers to target the organization as a whole. Given the hypothesis that culture has a merit for micro-segmentation a sample of 278 manufacturing firms was first subjected to principal component analysis and Varimax to reveal underlying cultural traits. In next step, cluster analysis was performed on retained factors to construct business profiles. Finally, non-parametric one-way analysis of variance confirmed discriminative power between profiles based on psychographics in terms of industrial buying behavior. Owing to this, business culture may assist marketers when targeting more effectively than some traditional approaches.
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Sunarsasi, Sunarsasi. "Kualitas Produk yang Dihasilkan Mempengaruhi Perilaku Pembeli (Studi pada Bisnis Keluarga di Perusahaan “Achiyat” Blitar)." Akutansi Bisnis & Manajemen ( ABM ) 25, no. 2 (October 2, 2018): 77. http://dx.doi.org/10.35606/jabm.v25i2.374.
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With the growing development of the business world, the competition is also getting tighter, so as a business person must always find various ways to win the competition, so as not to experience losses or bankruptcy especially with similar products. And do not forget about the product innovations so that they are not outdated, in the sense that buyers' interests can be maintained. To meet buyers' interests, the quality of the products produced must always be maintained. Product quality greatly affects the behavior of buyers; therefore the authors use variables for this study and buyer behavior. While this type of research uses quantitative descriptive to draw conclusions through statistical analysis. Using the buyer as a population and the sample took as many as 50 people as respondents. Data collection techniques using purposive sampling with questionnaires that are validity and reliability. For the hypothesis using simple linear regression analysis and t test. While the test t count = 3.905 with a probability of 0.00. Which means the probability is <0.05, then the results of the t test are appropriate and the hypothesis is accepted. Based on the results of the data analysis above, there is a significant influence between product quality and buyer behavior.
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Vogtlander, Joost G., Arno E. Scheepens, Nancy M. P. Bocken, and David Peck. "Combined analyses of costs, market value and eco-costs in circular business models: eco-efficient value creation in remanufacturing." Journal of Remanufacturing 7, no. 1 (July 2017): 1–17. http://dx.doi.org/10.1007/s13243-017-0031-9.
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Abstract Eco-efficient Value Creation is a method to analyse innovative product and service design together with circular business strategies. The method is based on combined analyses of the costs, market value (perceived customer value) and eco-costs. This provides a prevention-based single indicator for ‘external environmental costs’ in LCA. The remanufacturing of products is an environmental and sustainable approach, in the circular economy, and can deliver lower eco-costs of materials depletion and pollution. From a business point of view, however, remanufacturing seems to be viable in B2B niche markets only. In consumer markets, remanufacturing is less common. The question is how can remanufacturing become a viable business solution for mainstream consumer markets. Traditional ‘green’ marketing approaches are not enough: green has a positive, but also negative connotations, so marketing approaches are complex. By using the Eco-efficient Value Creation method, marketing strategies for the roll-out of remanufacturing in mainstream consumer markets, can be revealed. This approach has led to the development of five aspects, which are key to innovative circular business models, for remanufacturing: (1) buyers differ from the buyers of the ‘new product’ (2) quality must be emphasised in all communications (3) risk must be taken away from the buyer (4) top level service is required to convince the buyer (5) a ‘green’ brand may support the remanufactured product image.
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Jajja, Muhammad Shakeel Sadiq, Vijay R. Kannan, Shaukat Ali Brah, and Syed Zahoor Hassan. "Linkages between firm innovation strategy, suppliers, product innovation, and business performance." International Journal of Operations & Production Management 37, no. 8 (August 7, 2017): 1054–75. http://dx.doi.org/10.1108/ijopm-09-2014-0424.
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Purpose The purpose of this paper is to use resource dependence theory to hypothesize that a buyer’s innovation strategy enhances supplier innovation focus and a buyer-supplier relationship that supports product innovation. These in turn positively impact buyer product innovation outcomes and business performance. Moreover, it is argued that the buyer-supplier relationship positively moderates the impact of supplier innovation focus on product innovation. Design/methodology/approach Structural equation modeling and hierarchical linear regression are used to test hypotheses. Findings The results support all hypotheses and suggest that company (buyer) age and variables related to buyer engagement with international markets directly influence performance. The results also indicate that the buyer-supplier relationship does not moderate the relationship between innovation strategy and innovation performance. Research limitations/implications This study demonstrates that how a firm builds the conditions to effectively leverage the complementary resources and capabilities of suppliers directly influence innovation outcomes and business performance. Practical implications An important factor in firms achieving their product innovation goals is the selection and management of suppliers that are strategically aligned with regard to innovation. While managers need to develop internal innovation capabilities, partnering with like-minded organizations, and creating conditions for effective cooperation are key drivers of innovation outcomes. Originality/value In contrast to prior research that has examined operational issues, this study shows how the strategic alignment of buyers and suppliers with regard to innovation is an antecedent of product innovation outcomes. Moreover, it adds to a limited literature on supply chain management practices in emerging markets.
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Román, Sergio, and Pedro Juan Martín. "Does the hierarchical position of the buyer make a difference? The influence of perceived adaptive selling on customer satisfaction and loyalty in a business-to-business context." Journal of Business & Industrial Marketing 29, no. 5 (May 27, 2014): 364–73. http://dx.doi.org/10.1108/jbim-05-2012-0092.
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Purpose – The first purpose of this research is to analyze the influence of adaptive selling, as perceived by customers, on customer satisfaction – both with the salesperson and the company – and loyalty to the supplier. In addition, this study aims to examine to what extent the organizational position occupied by the buyer moderates the results obtained (i.e. satisfaction and loyalty) as a consequence of a salesperson’s adaptive selling behavior. Design/methodology/approach – Data obtained from a survey of organizational buyers from a wide range of industries are analyzed through structural equation modeling. Findings – Findings from the study indicate that perceived adaptive selling significantly increases satisfaction with the salesperson, satisfaction with the supplier and loyalty to the supplier while controlling for length of the buyer–seller relationship. In addition, these effects are stronger when the contact person at the buying company is the general manager as opposed to the purchasing manager. Originality/value – Despite today’s emphasis on relationship selling, the research on the consequences of adaptive selling has employed primarily sales-related criteria (e.g. sales, quota). This is the first study to analyze the influence of adaptive selling on several customer relational outcomes in a business-to-business context and to analyze the moderating influence of the hierarchical position of the buyer.
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Melovic, Boban, Mijat Jocovic, Irina Lugovskaya, and Nikolai Vatin. "Possibilities of Implementing Customer Relationship Management in the Function of Improving the Competitiveness of the Civil Engineering Sector." Applied Mechanics and Materials 725-726 (January 2015): 977–83. http://dx.doi.org/10.4028/www.scientific.net/amm.725-726.977.
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Modern business strategies and quality of business environment are conditions for increasing competitiveness of companies in the civil engineering sector. Basic idea of Customer Relationship Management (CRM) is to shift the focus from the product to the buyer and in that way to build quality, long term and profitable relations. Products and services must be adjusted to the demands and specifications of certain clients. CRM is not a technology but a business concept, business philosophy. Basic aim of CRM in the civil engineering sector is gaining and keeping customers with the biggest purchasing potential. The article show that the implementation of the CRM system is in the direct positive correlation with business results of the companies from the civil engineering sector. In order to make the CRM strategy successful, it is necessary to determine appropriate strategy of creating long term, sustainable and profitable relationships with buyers, then to adjust business processes of the company and if necessary to adapt the organizational structure to creating the environment which is totally focused on the buyer.
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Hasyyati, Astrid Amidiaputri, Mukhammad Tismandico Ilham Zulfikar, Kadek Deddy Permana Artha, and Arif Rahman. "Penerapan Pre-Sale Disclosure sebagai Perlindungan Hukum Pembeli Bentuk Bisnis “Business Opportunity Ventures” Ditinjau melalui Undang-undang Republik Indonesia Nomor 8 Tahun 1999 tentang Perlindungan Konsumen." JURNAL MERCATORIA 13, no. 1 (June 27, 2020): 1–14. http://dx.doi.org/10.31289/mercatoria.v13i1.2985.
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The form of business "Business Opportunity Ventures" that has developed in Indonesia has the same meaning as the franchise business form, but the two business forms are basically different. BO is regulated in the Business Opportunity Sales Law of 1995 by the Federal Trade Commission of the United States. Different forms of business certainly require different arrangements. This is motivated by the reason that the business forms that have not been regulated in a law are prone to fraud and injustice in the transaction process. buyers of this form of business. In this study using a normative juridical method with the statutory approach, conceptual approach, and comparative approach. Fraud and injustice received by BO Buyers can be done legally through the Consumer Dispute Settlement Agency as stipulated in the UUPK.
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Fang, Eric (ER), Xiaoling Li, Minxue Huang, and Robert W. Palmatier. "Direct and Indirect Effects of Buyers and Sellers on Search Advertising Revenues in Business-to-Business Electronic Platforms." Journal of Marketing Research 52, no. 3 (June 2015): 407–22. http://dx.doi.org/10.1509/jmr.13.0165.
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Dampérat, Maud, and Alain Jolibert. "A dialectical model of buyer‐seller relationships." Journal of Business & Industrial Marketing 24, no. 3/4 (March 13, 2009): 207–17. http://dx.doi.org/10.1108/08858620910939750.
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PurposeThe purpose of this paper is to focus on building and testing a model of buyer‐seller relationships from a dialectical perspective. It aims to provide both academics and managers with a better understanding of the relationships among the key relational variables in business settings. The model distinguishes four levels of social complexity (individual, interaction, relationship, and intergroup level) and includes the key relational variable for each level.Design/methodology/approachData were collected from 151 French professional buyers. Exploratory and confirmatory factor analysis was used to test the validity of the measures. The hypotheses were tested using structural equation modeling. The empirical test includes linear, non‐linear, moderating, and mediating effects testing.Research limitations/implicationsThe limitations of the study relate to the sample of respondents and the measurement scales. More precisely, the sample is based on a unique company's customer data file and a single informant source. Results confirm the hypothesized model and its four‐level structure.Practical implicationsThis study demonstrates that buyer relational orientation as well as seller expertise influence the course of business relationships. Although the necessity to train salespeople is obvious, the importance of training buyers is not as well documented. This study shows that they both need to be trained to manage business relationships appropriately.Originality/valueThis research examines the relationships among the key relational variables within a framework of four successive levels of explanation. It provides an alternative approach to studying business relationships.
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Arulmurugan, V., and S. A. Viknesh Kumar. "Futuristic Perspective Analysis of Online Buyers for Sustainability of E-commerce." Ushus - Journal of Business Management 15, no. 1 (January 1, 2015): 47–60. http://dx.doi.org/10.12725/ajts.34.3.
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In the global competitive business world, utilization of modern and innovative technological practices in business transactions is inevitable. E-commerce is a paradigm shift to connect customers electronically in the present business system. E-commerce covers electronic transmission of information, monetary payments and physical delivery of products. It is a pertinent time to analyse the future potentiality of e-commerce and the perception of online buyers who use this platform. A study was conducted with the following objectives: to describe the perception of online buyers, to make online buyers’ Futuristic Perspective Analysis (FPA) of e-commerce and to study factors influencing sustainability of e-commerce in the future. The data were collected from primary and secondary sources. A primary survey was conducted through structured questionnaire administered on select online buyers in Karaikal, Union Territory of Puducherry, India. The collected data were analysed with multivariate statistical tools like factor analysis and multiple regression analysis with SPSS. The findings were presented with suitable suggestions to know the futuristic perspectives of online buyers and the sustainability of e-commerce.
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Kaski, Timo Arvid, Pia Hautamaki, Ellen Bolman Pullins, and Heidi Kock. "Buyer versus salesperson expectations for an initial B2B sales meeting." Journal of Business & Industrial Marketing 32, no. 1 (February 6, 2017): 46–56. http://dx.doi.org/10.1108/jbim-12-2015-0246.
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Purpose The purpose of this paper to explore the value creation expectations of salespeople and buyers for initial sales meetings and to investigate how such expectations align. Design/methodology/approach The authors applied expectancy disconfirmation theory and conducted a qualitative study among 12 B2B service salespeople and 12 buyers. The data includes 46 in-depth interviews collected during 2 separate interview rounds. Findings The authors discovered that buyers’ and sellers’ expectations differ and that buyers’ expectations are not reasonably satisfied. Buyers expect more business acumen, innovativeness, future orientation, long-term relationships and responsiveness to their specific situation from sellers. As salespeople´s salespeople´s expectations to create value for customers primarily stem from the solutions they sell as well as from their personal skills and behavior, there is need for sellers to focus on the gaps indicated in this study. Research limitations/implications The paper introduces expectancy disconfirmation theory to the B2B buyer-seller literature. Practical implications Identifying where expectations are being met and where they are being negatively disconfirmed can assist in hiring and training salespeople who are better able to meet, or exceed, buyer expectations. Originality/value The authors believe that these findings can benefit sales organizations in how they create value with new customers and how salespeople can align their actions with customers more effectively.
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Hawes, Jon M., Thomas L. Baker, and James T. Strong. "Building Exchange Relationships: Perceptions of Sales Representatives' Performance." Psychological Reports 72, no. 2 (April 1993): 607–14. http://dx.doi.org/10.2466/pr0.1993.72.2.607.
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Purchasing and sales professionals spend considerable portions of the work week interacting. Usually the burden of persuasion is faced by the seller and a very important objective of any sales call is an improvement in the buyer-seller relationship. This research examined the views of a sample of 173 purchasing executives and 193 manufacturers' representatives concerning sellers' performance on a number of variables related to exchange relationships. Analysis indicated that buyers held significantly more modest views of the performance of sales representatives than did members of the business-to-business sales force.
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Rampersad, Giselle C., Ann-Louise Hordacre, and John Spoehr. "Driving innovation in supply chains: an examination of advanced manufacturing and food industries." Journal of Business & Industrial Marketing 35, no. 5 (October 23, 2019): 835–47. http://dx.doi.org/10.1108/jbim-03-2019-0101.
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Purpose The purpose of this study is to investigate how supply chains can become more resilient through innovation initiatives. It examines the expansion and deepening of relationships between buyers and suppliers and the facilitatory role of the government in this process. Design/methodology/approach This study compares supply chains in the advanced manufacturing and food industries. It is based on qualitative research involving case studies and in-depth interviews with buyers, suppliers and facilitators from government. Findings The study reveals that innovation is critical in building more resilient supply chains. It uncovers the importance of power distribution, coordination, communication, trust and commitment for innovation within these relationships. Practical implications It provides implications about how best to develop effective buyer–supplier relationships through innovation and diversification, for marketing and purchasing managers, CEOs of manufacturing companies and suppliers and government players with responsibility for industry development and innovation. Originality/value It advances the industrial buyer–supplier literature by extending the predominantly business-to-business supply chain perspective to include the role of government in supply chains and their innovation.