Showing papers in "Journal of Business-to-business Marketing in 2008"
TL;DR: In this article, a purchasing framework is developed by utilizing principal-agent theory to bridge the literature on transaction cost economics and industrial buying behavior, and the practical use of this framework is then empirically illustrated by a case study description of how a construction client's purchasing procedures affect co-operation in a partnering project.
Abstract: Purpose: The purpose of this research is to deal with the two crucial managerial challenges of first identifying and then achieving a suitable balance between cooperation and competition in buyer-supplier relationships. Methodology/Approach: First, a purchasing framework is developed by utilizing principal-agent theory to bridge the literature on transaction cost economics and industrial buying behavior. The practical use of this framework is then empirically illustrated by a case study description of how a construction client's purchasing procedures affect coopetition in a partnering project. Findings: The developed purchasing framework shows how actions taken during the different stages of the buying process affect coopetition in buyer-supplier relationships. It highlights the deficiencies of both the neoclassical competitive focus and the cooperative focus found in the literature on interorganizational relationships. Instead it emphasizes the importance of balancing cooperation and competition...
81 citations
TL;DR: In this paper, a multicompany international case study of three supplier-customer relationships in the telecommunications industry is presented, where the role of a solution provider can be achieved through careful coordination of four identified suppliers' customer activity sets (warranty services, support and maintenance activities, system extensions, and consulting and optimization se...
Abstract: Purpose. Large system suppliers play an important role in globalization both in the emerging information and communications technology (ICT) and matured engineering fields. This article addresses the management mechanisms through which these suppliers try to expand their original role toward the role of a solution provider. The role expansion is examined by exploring (1) what capabilities do the roles of equipment/material supplier and solution provider require and (2) how can the equipment/material supplier achieve the role of a solution provider? Methodology. A multicompany international case study, which particularly addressed the long-term development of three supplier–customer relationships in the telecommunications industry. Findings. The results show how the role of a solution provider can be achieved through careful coordination of four identified supplier's customer activity sets (warranty services, support and maintenance activities, system extensions, and consulting and optimization se...
57 citations
TL;DR: The Journal of Business-to-Business Marketing (JBBM) as mentioned in this paper published a retrospective review of the journal's founding editor, David T. Wilson (1991-1995) and his successor, David A. Wilson, in the early 1990s.
Abstract: Every scholarly journal has a mandatory responsibility to carry out an internal, introspective meta-analysis of its intellectual stock and its emergent legacy, to take stock of where it has been and provide a blueprint for where it is headed. Most researchers will admit that such retrospective reviews are extremely important in a number of ways and mark a critical rite of passage for any journal. So when Journal of Business-to-Business Marketing (JBBM), the premier scholarly journal dedicated to the content area of business-to-business (B2B) field decided to develop such an article, it heralded its coming of age and joined the ranks of other scholarly marketing journals that similarly signaled their entry into sustainable mature phase of their life cycles by publishing such retrospectives. Unlike other retrospectives, however, the retrospective being published in this issue of JBBM is special in that it is coauthored by the journal's founding editor, David T. Wilson (1991–1995) and his successor ...
35 citations
Abstract: There is a wide awareness and knowledge about appropriate strategic management approaches in international markets Academics and international business experts have developed models and suggested
28 citations
TL;DR: The Journal of Business-to-Business Marketing (JBBM) as discussed by the authors has published over 150 papers that have rich theoretical underpinnings and has been an innovative leader for topical development of business marketing literature.
Abstract: During its first thirteen years 1 of publication, this journal has been an innovative leader for topical development of business marketing literature. To mark this milestone, this special issue takes stock of the Journal of Business-to-Business Marketing (JBBM)—characterizing its growth and accomplishments as well as summarizing its contributions. The JBBM has published over 150 papers that have rich theoretical underpinnings. The JBBM's editorial position has been about access and this has been largely achieved through successful implementation of editorial policy, participation in Meet-the-Editors sessions, fostering geographically broad-based board appointments with stability, and publication of four special issues. This article provides an overview of the history of the Journal of Business-to-Business Marketing in the context of similar efforts by other lead journals. The dynamics of our editorial posture are subsequently examined with an eye toward how JBBM policy and procedures are formulat...
26 citations
TL;DR: In this paper, the European Customer Satisfaction Index (ECSI) model of customer loyalty was used to understand how the drivers of loyalty in business-to-business (B2B) markets for financial services might be moderated by short- versus long-term relational orientation to help companies in those markets optimize the allocation of their marketing resources.
Abstract: Purpose. To understand how the drivers of loyalty in business-to-business (B2B) markets for financial services might be moderated by short- versus long-term relational orientation to help companies in those markets optimize the allocation of their marketing resources. Methodology/Approach. The basis of this study was the European Customer Satisfaction Index (ECSI) model of customer loyalty, which was relevant for this B2B market because the ratio of customers to suppliers was large and, therefore, similar to a business-to-consumer (B2C) market. Partial least squares (PLS) was used to estimate the ECSI model in two groups defined by a median split on Ganesan's (1994) buyer's relational orientation (BRO) scale. Findings. Buyer's relational orientation was a significant moderator of several relationships in the ECSI model. For buyers with a higher (long-term) BRO, loyalty was driven by satisfaction, corporate image, product quality, and service quality. For buyers with a lower (short-term) BRO, what...
20 citations
TL;DR: In this paper, the authors build upon the effort by Lichtenthal, Mummalaneni, and Wilson to applaud the B2B marketing progress to date and delineate the paradigm shift in marketing from goods to service-dominant logic, and from value creation to value cocreation.
Abstract: The authors build upon the effort by Lichtenthal, Mummalaneni, and Wilson (2008) and others to applaud the B2B marketing progress to date and delineate the paradigm shift in marketing from goods to service-dominant logic, and from value creation to value cocreation. They argue that inquiry through the expanded roles of buyers-sellers will enable favorable innovation/customer/financial outcomes depending on the interaction(s) and metrics emphasized. They also provide the propositions that underline their logic.
20 citations
TL;DR: In this article, the authors developed and tested a model of the professional buyer's external search for information, and found that uncertainty surrounding the purchase plays a pivotal role in determining the amount of search effort expended, while the importance of the purchase and the organization's previous experience with the purchase are two main factors influencing that relationship.
Abstract: Drawing on the similarities and differences between consumer and organizational search situations, this paper develops and tests a model of the professional buyer's external search for information. Key links between search effort and characteristics of the situation, the individual, and the organization are tested with a structural equation modeling approach. The data came from a sample of professional buyers involved in the purchase of a wide range of products. Results indicate that uncertainty surrounding the purchase plays a pivotal role in determining the amount of search effort expended. The importance of the purchase, however, and the organization's previous experience with the purchase are two main factors influencing that relationship. Marketing implications of these findings are discussed for industry practitioners.
19 citations
TL;DR: In this paper, the authors propose an integrative framework of the determinants of negotiation outcomes that examines the impact of group characteristics on both the conduct of the negotiating parties and the negotiation outcome.
Abstract: Purpose and Methodology. Both academic research and managerial practice devote attention to the topic of negotiation, and price negotiations have particular salience in business relations. Despite frequent negotiations between buying and selling centers in practice, the impact of team characteristics on the course and outcome of a negotiation rarely has been researched. This study proposes an integrative framework of the determinants of negotiation outcomes that examines the impact of group characteristics on both the conduct of the negotiating parties and the negotiation outcome. Originality. Unlike most studies, this research integrates the impact of group characteristics on both the course and the outcome of a negotiation. In practice, negotiations occur between teams, so the question of how groups should be designed to perform well in that context is very relevant. Also, in practice, objective outcome measures are often hard to obtain; instead, businesses often must rely on subjective evaluat...
18 citations
TL;DR: In this article, the authors developed a framework that differentiates situations of industrial companies to set up different international key account management (IKAM) programs based on literature review, qualitative interviews, and a written survey among manufacturing companies.
Abstract: Purpose: The purpose of this article is to develop a framework that differentiates situations of industrial companies to set up different international key account management (IKAM) programs. Methodology/Approach: The article is based on literature review, qualitative interviews, and a written survey among manufacturing companies. A combined factor and cluster analysis is used to identify the different situations, which we analyze in detail. Findings/Research Implications: Complexity of the company in the international arena and complexity of the products and services offered internationally are used to differentiate four situations: simple product and service supplier, complex product and service supplier, simple capital equipment and system supplier, and complex capital equipment and system supplier. Their IKAM approaches should be different concerning the dimensions of IKAM programs that can be described as strategy, solution, people, management, and screening. Three situations are identified ...
17 citations
TL;DR: In this article, the authors study the extent to which a firm's customer orientation practice, and the outcome thereof, is affected by its network of exchange rela... and they find that customer orientation practices are affected by the network of exchanges.
Abstract: PURPOSE: The purpose of this study is to deepen our understanding of the extent to which a firm's customer orientation practice, and the outcome thereof, is affected by its network of exchange rela ...
TL;DR: In this article, the authors look at the evolution of these journals and present a relative positioning of the journals based on their levels of theoretical foundation and practical applications, and compare them with other business-to-business journals.
Abstract: Business-to-business literature has become a more crowded field over the years. What began as a subset of published articles in general marketing journals branched out on its own in 1971 with the introduction of Industrial Marketing Management. Since then there have been six refereed journals focusing on industrial or business-to-business marketing. This article looks at the evolution of these journals and presents a relative positioning of the journals based on their levels of theoretical foundation and practical applications.
TL;DR: Joreskong and Sorbom as discussed by the authors extended the definition of the concept of supplier oriented purchasing behavior (SOPB), which are relationship-oriented purchasing practices emphasizing interpersonal skills, and created a valid measure of SOPB.
Abstract: Purpose. The objectives of the paper are: (1) to extend the definition of the concept of supplier oriented purchasing behavior (SOPB), which are relationship-oriented purchasing practices emphasizing interpersonal skills, (2) to create a valid measure of SOPB, and (3) to discuss the implications of the SOPB construct and measure for future research and managerial application. Methodology/Approach. The SOPB construct was operationalized as a second-order construct. Data collection involved judgment sampling and survey methodology in a field setting using organizational buyers as subjects. Construct measures were based on existing measures and previous research. Measurement reliability and validity were established using exploratory and confirmatory factor analysis and an overall measurement model was assessed with structural equation modeling using LISREL 8.8 (Joreskong and Sorbom 2004). Findings. Analysis resulted in a 17-item, five-factor measure of SOPB. Hypotheses related to nomological validi...
TL;DR: This article conducted an exploratory analysis of trade show formation and diversity and linked them to the differences in several seller and buyer interests across industries, finding that higher selling and buying propensity is linked to more vertical shows whereas higher breadth of product interests is linked with more horizontal shows.
Abstract: Purpose: To analyze the objectives of trade show participants and to link those objectives to trade show formation and diversity. Methodology/Approach: We conduct an exploratory analysis of trade show formation and diversity and link them to the differences in several seller and buyer interests across industries. We used data collected from a single large trade show to examine the nature of buyer and seller participation goals using multivariate statistical analysis. We then used a data set collected from the entire trade show industry to examine the trade show diversity via an econometric model. Findings: We find that higher selling and buying propensity is linked to more vertical shows whereas higher breadth of product interests is linked to more horizontal shows. We also find that a highly innovative industry is often linked to more horizontal shows. Originality/Value/Contribution: Although trade shows are critical elements of the communications mix in business-to-business marketing, very litt...
TL;DR: The Handbook of Qualitative Research Methods in Marketing as discussed by the authors is an edited book that provides innovative methodological and theoretical guidance to researchers across a vast array of substantive domain areas, including marketing.
Abstract: The Handbook of Qualitative Research Methods in Marketing is an edited book that provides innovative methodological and theoretical guidance to researchers across a vast array of substantive domain...
TL;DR: In this article, the impact of organizational culture on strategic alliances has been investigated from an ethical perspective and different types of ethical similarity have been shown to negatively affect the performance of strategic alliances.
Abstract: Differences in organizational culture between alliance partners have consistently been shown to negatively affect the performance of strategic alliances. This paper enriches researchers' and managers' understanding of the impact of organizational culture on alliances by considering ways in which the organizational culture of alliance partners may differ from an ethical perspective. The discussion reveals different ways in which alliance partners may differ with respect to each partner's ethical orientation and level of moral development and how ethical differences between alliance partners can impact alliance performance and important relational outcomes. In addition, the paper also suggests that not all types of ethical similarity are beneficial to alliance performance.
TL;DR: In this article, the authors take an activity-based view of strategy as practice in assessing what strategy should be used in assessing the performance of a strategy in a real-world scenario.
Abstract: This interesting text is the first of its kind within the emerging field of strategy as practice. Paula Jarzabkowski takes an activity-based view of strategy as practice in assessing what strategy ...
TL;DR: In this paper, the authors compared the success rates of negotiators making the first offer with negotiators making a counter offer during high-stake, zero-sum game bargaining sessions and found that the negotiator making the initial offer was significantly less successful than the person making the counter offer.
Abstract: Purpose: This study contrasts the success rates of negotiators making the first offer with negotiators making a counter offer during high-stake, zero-sum game bargaining sessions. Methodology/Approach: The empirical study analyzed negotiators' first and counter offer overall success rates and the success rates on each of the ten separate negotiations. The bargainers were involved in a series of ten high-stakes, zero-sum game negotiations. A total of 1,621 separate negotiations were examined. Findings: The results for the overall negotiations indicate the person making the initial offer was significantly less successful than the person making the counter offer. For each negotiation in the series, the only negotiation in which the first offer was more successful than the counter offer was the first of the ten negotiations. Research Implications: A number of studies in negotiation literature indicate a negotiator's first offer may influence counteroffers with the effect labeled anchoring. The result...
Journal Article•
TL;DR: In this article, the potential influence of a manufacturer's salesperson over an industrial distributor was examined with regard to a distributor's business in eight different areas of potential influence: price, order quantity, product line, advertising and sales promotion, customer service, inventory, customer credit, and display.
Abstract: This research attempts to distinguish empirically between the potential influence of a manufacturer as compared to the influence of a manufacturer's salesperson over an industrial distributor. Given the existence of such a distinction, the scope of such influence is examined with regard to a distributor's business in eight different areas of potential influence: price, order quantity, product line, advertising and sales promotion, customer service, inventory, customer credit, and display. Data were collected from 412 industrial distributors in a marketing channel. The authors utilized regression analysis to distinguish between manufacturer and manufacturer salesperson power. Then, factor analysis was utilized to determine if the salesperson does have power over policy areas apart from that of the manufacturer. Research results suggest that the manufacturer's salesperson, compared with the manufacturer, possesses a different domain of power than does the manufacturer in a channel containing an ind...
TL;DR: In this article, Malhotra et al. provide an analysis of the theoretical and methodological approaches employed in the various articles and the cross-country collaborations among the authors, as well as the directions offered by Woodside regarding future research in the area of B2B marketing are discussed.
Abstract: In this reply to the commentary articles by Dant & Lapuka, Honeycutt & Thelen, Malhotra, Uslay & Ndubisi, LaPlaca, and Woodside, we acknowledge the many insights offered by these scholars into the positioning of the Journal of Business-to-Business Marketing (JBBM). In response to their comments on the theoretical and international orientation of research published in JBBM, we have provided an analysis of the theoretical and methodological approaches employed in the various articles and the cross-country collaborations among the authors. The directions offered by Malhotra et al. as well as Woodside regarding future research in the area of B2B marketing are discussed in this article.
TL;DR: The Journal of Business-to-Business Marketing (JBBM) has been in existence for thirteen years as mentioned in this paper, and a self-examination of the journal's first years of operation was conducted by Lichetenthal, Mummalaneni, and Wilson.
Abstract: The Journal of Business-to-Business Marketing (JBBM) has been in existence for thirteen years. This article reflects upon the original article, written by Lichetenthal, Mummalaneni, and Wilson, that conducts a self-examination of the journal's first years of operation. In response, we raise questions about the original article, take an alternative look at the summary of articles presented, and offer our appraisal of future JBBM operations.
TL;DR: Licthenthal, Mummalaneni, and Wilson's insights and review of the JBBM literature fulfills its objectives in describing the rich value and positioning of the journal and increasing readers' knowledge of the scholarly contributions that its first thirteen years of publication provide.
Abstract: Licthenthal, Mummalaneni, and Wilson's (LMW) insights and review of the JBBM literature fulfills its objectives in describing the rich value and positioning of the journal and in increasing readers' knowledge of the scholarly contributions that its first thirteen years of publication provide. Such retrospection is timely and valuable for achieving useful sense-making about JBBM's role in providing new knowledge about business-to-business behavior. LMW's literature review and discussion of retrospections by other editors of marketing-related journals serves well in defining the JBBM's uniqueness, value, and relatedness to these other scholarly publications. The appendix in LMW provides a rich introduction of reasonable depth to the very substantial article contributions available in the JBBM. The rich details in the appendix in covering research issues, theory, method, findings, and contributions for each article published in the journal offer business marketing scholars, trainers (instructors), a...