Examining B2B channel decision-making within differential quality-level zone: a supply chain design using a non-cooperative strategic game theoretic approach (Stackelberg Supply Chain for B2B)

Article Business

Digitalization in B2B marketing: omnichannel management from a PLS-SEM approach

Javier Alonso-Garcia et al.

Summary: This paper aims to establish a reference model to understand the factors that influence omnichannel management in a B2B context. The research in the B2B field regarding omnichannel management and decision-making models is limited.

JOURNAL OF BUSINESS & INDUSTRIAL MARKETING (2023)

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Article Business

Technology readiness of B2B firms and AI-based customer relationship management capability for enhancing social sustainability performance

Muhammad Sabbir Rahman et al.

Summary: This study empirically investigates the influence of B2B firms' technology readiness on information technology capability and AI-CRM, as well as their impact on relationship performance and social sustainability performance. Drawing on the dynamic capability view, we find that B2B firms' technology readiness has a positive relationship with information and communication technology and AI-CRM capability. Information and communication technology capability also positively affects AI-CRM capability. Furthermore, the study shows that relationship performance is positively associated with social sustainability performance. Importantly, information and communication technology capability mediates the link between technology readiness and AI-CRM capability, and industry dynamism moderates the relationship between the two.

JOURNAL OF BUSINESS RESEARCH (2023)

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Article Business

Recent trends in supply chain management of business-to-business firms: a review and future research directions

Santosh Shrivastava

Summary: This study aims to identify trending topics, emerging themes, and future research directions in supply chain management (SCM) by analyzing multiple sources of data. The insights gained from this study can be valuable for academics, practitioners, and policymakers in addressing current and future challenges.

JOURNAL OF BUSINESS & INDUSTRIAL MARKETING (2023)

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Review Business

The emergence of B2B omni-channel marketing in the digital era: a systematic literature review

Orla Hayes et al.

Summary: This paper provides a systematic review of omni-channel marketing literature and examines its relevance to B2B marketing campaign development in the digital era. It proposes an OCM model for B2B marketing campaign development and suggests avenues for further research.

JOURNAL OF BUSINESS & INDUSTRIAL MARKETING (2022)

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Article Engineering, Manufacturing

Retail power in distribution channels: A double-edged sword for upstream suppliers

Yuhong He et al.

Summary: The preference of suppliers for their retail distribution channel structure is influenced by factors such as product substitutability, correlation between retailer popularity and bargaining power, and competition from other channels. The analysis reveals that suppliers of substitutable products may prefer less asymmetric retailers selling similar products, while suppliers of differentiated products may be concerned about dominant retail partners. Furthermore, a stronger correlation between retailer popularity and bargaining power favors a retail structure with less asymmetric retailers. The presence of competing channels selling substitutable variants significantly impacts the supplier's preference about its own channel structure.

PRODUCTION AND OPERATIONS MANAGEMENT (2022)

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Article Mathematics

Optimizing Hybrid-Channel Supply Chains with Promotional Effort and Differential Product Quality: A Game-Theoretic Analysis

Bin Cao et al.

Summary: This study investigates the interaction between manufacturers and retailers in the supply chain using a game-theoretic framework. The findings suggest that retailers prefer to engage in promotion regardless of product quality, while manufacturers are reluctant to share promotional costs. The study also reveals an interaction between product-channel structure and promotional effort. Additionally, there exists a feasible region of quality levels where the supply chain can achieve Pareto improvement.

MATHEMATICS (2022)

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Article Business

Business customer virtual interaction: enhancing value creation in B2B markets in the post-COVID-19 era - an SME perspective

Samby Fready et al.

Summary: This study explores how B2B service firms can create firm value through virtual customer interactions during and in the post-COVID-19 era. The qualitative findings suggest that organizational preparedness, empathy, digital content, and trust are key enablers of effective B2B virtual interaction and value creation.

JOURNAL OF BUSINESS & INDUSTRIAL MARKETING (2022)

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Article Mathematics

Information Spreading Considering Repeated Judgment with Non-Recursion

Yufang Fu et al.

Summary: This paper investigates the mechanism of information spreading under repeated judgment and proves that information can sustain continuous spreading in this context. The study also finds that having more neighbors does not promote information spreading, contrary to common belief.

MATHEMATICS (2022)

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Article Business

How the digital transformation from COVID-19 affected the relational approaches in B2B

Daniela Corsaro et al.

Summary: This paper examines the main drivers of change in the relational approaches adopted in B2B companies as a result of the digital transformation processes accelerated by the COVID-19 pandemic. Through qualitative research, a conceptual framework is developed to describe the changes in B2B relational approach in a pandemic-affected context, including dimensions such as efficiency of interaction, coordination, and digital trust, along with their subdimensions. The research also provides practical implications for improving efficiency, coordination, and trust in a COVID-19 emergency business environment.

JOURNAL OF BUSINESS & INDUSTRIAL MARKETING (2022)

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Article Management

Power structure and channel integration strategy for online retailers

Yihong Hu et al.

Summary: With the rise of e-commerce, express delivery plays a crucial role in the success of online retailers. This paper examines the relationship between online retailers and express companies using game theory and finds that vertical integration is only beneficial for online retailers under certain conditions. Vertical integration is more attractive for online retailers with a mixed channel, as it enhances their market power and profitability.

EUROPEAN JOURNAL OF OPERATIONAL RESEARCH (2021)

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Article Management

Supplier Encroachment in a Nonexclusive Reselling Channel

Parshuram Hotkar et al.

Summary: The presence of a second supplier changes the dynamics between a reseller and an encroaching supplier, with the benefit from the direct channel diminishing as product substitutability increases. In a nonexclusive reselling environment, the encroaching supplier may choose to sell through its direct channel exclusively even if it is less efficient, or use both channels even if the direct channel is more efficient, scenarios not seen in an exclusive reselling environment with only one supplier.

MANAGEMENT SCIENCE (2021)

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Article Business

An integrated artificial intelligence framework for knowledge creation and B2B marketing rational decision making for improving firm performance

Surajit Bag et al.

Summary: This study investigates the impact of big data powered artificial intelligence on customer knowledge creation, user knowledge creation, and external market knowledge creation in B2B marketing, with a focus on its influence on rational decision making and firm performance. The findings suggest significant relationships between artificial intelligence and knowledge creation paths, leading to implications for B2B marketing decision making and company success.

INDUSTRIAL MARKETING MANAGEMENT (2021)

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Article Engineering, Industrial