... the necessity for further examination of how GHRM can promote GWE within interfirm collaborations and ensure alignment with industrial buyer expectations (Bilro et al., 2023). Business-to-business Green human resource management Sustainability performance Green work engagement Green...

.... This study aims to prove the existence of diverse business-to-business customer segments according to varying channel behaviours and identify their characterising traits. Design/methodology/approach Drawing on an exclusive dataset of 616 German pharmacy supply firm business customers, this article...

...Carlos Ferro-Soto; Carmen Padin; Isolde Lubbe; Goran Svensson; Nils Høgevold Purpose This study aims to evaluate the determinants and outcomes of satisfaction in business-to-business (B2B) sales relationships from a seller’s perspective across diverse cultural contexts. It explores the influence...

... be contacted at: harriman.saragih@monash.edu 19 03 2024 08 07 2024 23 08 2024 07 10 2024 © Emerald Publishing Limited 2024 Emerald Publishing Limited Licensed re-use rights only Genuine small talk B2B relationships Rapport Negotiation Business-to-business B2B...

...Svante Andersson; Ulf Aagerup; Lisa Svensson; Sanna Eriksson Purpose This study aims to explore challenges and opportunities in the digitalization of the business-to-business (B2B) customer journey in different buying situations. It also investigates where in the customer journey digital marketing...

...-use rights only Customer engagement Business-to-business Technology Digital Review “We think customers buy based on price, features, and functions. In reality, it's engagement experience. We need to use the latter first.”Bridget Kendrick, Chief Marketing Officer, CRU Global...

...Ines Küster; Natalia Vila; Amparo Kuster-Boluda Purpose This paper first aims to examine associations between factors involved in business-to-business complaints management and results (satisfaction and loyalty) and analyses three types of distributors based on their cultural profile (domestic...

... questions based on our study’s findings. Internet of Things offering Business-to-business Disruptive business models Quantitative study The global Internet of Things (IoT) service market is growing continuously and will reach US$172.6bn by 2025. The total installed base of IoT-connected...

... in addressing current and future challenges. Design/methodology/approach This study uses a multiple source of data such as published literature and social media data including supply chain blogs and forums contents on business-to-business (B2B) firms to identify trending topics, emerging themes and future...

...Ricardo Godinho Bilro; Sandra Maria Correia Loureiro; Pedro Souto Purpose The purpose of this paper is to offer a comprehensive overview of current research on customer behavior in the business-to-business (B2B) context and propose a research agenda for future studies. Despite being a relatively...

... of this licence may be seen at http://creativecommons.org/licences/by/4.0/legalcode Business-to-business Professional service firms Pre-purchase customer journey Prospect Value co-creation In existing research related to professional business services, value co-creation has gained a great deal...

...Kirsten Cowan; Teea Palo; Duncan Chapple; Yiwei Zhang Purpose The purpose of this study is to address these questions. Word-of-mouth (WOM) is increasingly important in business-to-business (B2B) decision-making. Yet, research on this topic is rather limited, and often borrows from business...

...Javier Alonso-Garcia; Federico Pablo-Marti; Estela Núñez-Barriopedro; Pedro Cuesta-Valiño Purpose The purpose of this paper is to establish a reference model that will allow us to understand the factors that influence the omnichannel management of an organization in a business-to-business (B2B...

... only Though extant literature has identified goods-based brand image (GBBI) and services-based brand image (SBBI) as drivers of business-to-business (B2B) loyalty, their relative importance has remained unexplored. This study aims to bridge this gap. The authors have used a retrospective...

... that each facet of burnout impacts the outcome variables to varying degrees. The total impact of personal accomplishment is highlighted, given that researchers often omit this facet from their investigations. Burnout Buyers Turnover Business-to-business Organizational buyer Job satisfaction...

... Licensed re-use rights only This study aims to identify and analyze factors affecting the business-to-business (B2B) relationship between Sri Lankan telecommunication operators and vendors. The authors conduct a survey and develop models to explain relationship strength and satisfaction...

...Francesca Magno; Fabio Cassia Establishing thought leadership by disseminating digital content through social media has rapidly emerged as a key priority in business-to-business (B2B) markets (Barry and Gironda, 2017). To build thought leadership, firms are increasingly sharing their cutting...

...Sherese Y. Duncan; Raeesah Chohan; João José Ferreira This paper aims to explore, using the employee lens of business-to-business firms, word use through brand engagement and social media interaction to understand the difference between employees who rate their employer brands highly...

... also offers much-needed, context-specific knowledge of knowledge-intensive services for managers. Empirically, these findings reflect the perspectives of both the service provider and four of its customers, ensuring a multi-sided description of the phenomenon. Business-to-business Customer...

... Publishing Limited Licensed re-use rights only The purpose of this study is to examine the negotiation tactics used in business-to-business (B2B) negotiations in creative sectors and to shed light on some of the characteristics of creative sectors that might drive these behaviors...