...Aliasghar Aliakbari; James M. Crick; Wei-Fen Chen; Dave Crick Purpose This paper addresses a problem within the existing body of knowledge pertinent to business-to-business (B2B) settings, concerning the contrasting prior findings in respect of the relationship between coopetition (collaboration...

...Vincent Jeseo; Matthew M. Lastner; Nina Krey Purpose This study aims to synthesize fragmented literature from the marketing, management, operations and supply chain domains to provide the first multidisciplinary and longitudinal review of relationship disruptions in business-to-business exchanges...

... Emerald Publishing Limited 2026 Emerald Publishing Limited Licensed re-use rights only Business-to-business Green human resource management Sustainability performance Green work engagement Green innovation GHRM is a comprehensive approach that integrates environmental goals...

.... 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...

... for stronger relational bonds and, consequently, more effective business negotiations. Genuine small talk B2B relationships Rapport Negotiation Business-to-business B2B communication The ability to initiate, cultivate and manage client relationships is a critical determinant of success...

...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...

... Emerald Publishing Limited Licensed re-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...

...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...

.... 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 devices worldwide is projected to be 30.9 billion units by 2025 (www.statista.com). Digital technologies have altered business-to-business (B2B) products...

... 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...

.... Empirically, this study offers managers much-needed, context-specific knowledge of PSFs by comparing differences and pulling together similarities from each customer journey stage of PSF prospects. Business-to-business Professional service firms Pre-purchase customer journey Prospect Value co...

...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...

... 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 sampling-based methodology...

... and external pressures of the boundary spanning role, including lower levels of employee performance, job satisfaction and commitment, in addition to higher levels of turnover intentions. A sample of 125 business-to-business buyers were surveyed using established scale items. The study examines a series...

... 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...

... leadership by disseminating relevant digital content through social media has become one of the main priorities for marketers in business-to-business (B2B) settings. However, academic research has only recently started to address this phenomenon. In particular, researchers have not yet examined whether...

... 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 on social media and those who don't. We conducted a textual content...