Business-to-Business Negotiations: The Role of Relativism, Deceit, and Opportunism

2010 ◽  
Vol 17 (2) ◽  
pp. 173-207 ◽  
Author(s):  
Avinash Malshe ◽  
Jamal A. Al-Khatib ◽  
John J. Sailors
Keyword(s):  
Business Negotiations ◽  
Business To Business

How does renqing influence purchase intentions in the Chinese business-to-business context?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Xun Zhang ◽  
Biao Xu ◽  
Jun Wu
Keyword(s):  
Positive Relationship ◽  
Purchase Intentions ◽  
Moderating Effect ◽  
Content Type ◽  
Mediating Role ◽  
Chinese Business ◽  
The Relationship ◽  
Business To Business ◽  
Positive Effect

Purpose This study aims to examine the relationship between renqing and purchase intentions and the mechanism of its impact in the Chinese business-to-business (B2B) context. Design/methodology/approach Renqing in China has played an important role in business relationships and has been receiving increased attention in both practice and theory. However, little is known about whether it can influence purchase intentions in a rational B2B condition. This research aims to examine the relationship between renqing and purchase intentions and the mechanism of its impact in the Chinese B2B context. Based on a survey of 1,010 industry buyers from 468 Chinese downstream buyer companies, the empirical findings indicate a positive relationship between renqing and purchase intentions and the mediating role of long-term orientation (LTO) for increasing purchase intentions. In addition, this study also finds that product involvement (PI) has a negative moderating effect on the relationship between renqing and purchase intentions, which means that renqing has a big positive effect on purchase intentions in low PI conditions. The results highlight several implications for B2B companies that sell products to Chinese enterprises. Findings The empirical findings indicate a positive relationship between renqing and purchase intentions and the mediating role of LTO for increasing purchase intentions. In addition, this study also finds that PI has a negative moderating effect on the relationship between renqing and purchase intentions, which means that renqing has a big positive effect on purchase intentions in low PI conditions. Originality/value First of all, by answering the research question, this study shows that renqing has a positive effect on purchase intentions in Chinese B2B context. Second, this study elucidates the influence mechanism of renqing on purchase intention and identifies the mediating effect of LTO and the moderating effect of PI.

Sales transformation: conceptual domain and dimensions

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Daniela Corsaro ◽  
Isabella Maggioni
Keyword(s):  
Structural Equation ◽  
Equation Modeling ◽  
Measurement Tool ◽  
Holistic View ◽  
Content Type ◽  
B2b Relationships ◽  
Systemic Process ◽  
Different Dimensions ◽  
Business To Business

Purpose This study aims to offer a conceptualization of sales transformation, a phenomenon that is redefining the role of salespeople and the nature of Business-to-Business (B2B) relationships while disrupting the selling logics across a variety of industries. Design/methodology/approach Through a two-stage approach, the authors propose and test a conceptual model of sales transformation. The authors conducted 20 interviews and two focus groups with sales directors and managers. The authors then surveyed directors, executives and managers in the sales area (n = 190) and tested a reflective–formative hierarchical model using partial least squares structural equation modeling (PLS-SEM). Findings Sales transformation is a multidimensional construct that includes four higher-order dimensions, namely, people, digitalization, integration and acceleration, and 16 sub-dimensions. These dimensions simultaneously contribute to the sales transformation phenomenon that is conceptualized as a systemic process. This study also offers a measurement tool to assess the degree of sales transformation and enhance the value generated through sales. Originality/value Although many companies are facing challenges stemming from the process of sales transformation, most studies have only focused on micro-aspects of this transformation. This study provides a holistic view of sales transformation aimed at understanding the complexity of this phenomenon by adopting a macro-level perspective on the different dimensions that contribute to its occurrence and development.

The Role of Emerging Technologies in Developing and Sustaining Diverse Suppliers in Competitive Markets

2013 ◽  
pp. 95-105
Author(s):  
Alvin J. Williams
Keyword(s):  
Relationship Management ◽  
Customer Relationship ◽  
Direct Impact ◽  
Goods And Services ◽  
Electronic Procurement ◽  
Management Processes ◽  
Business Customers ◽  
Business To Business

As organizations seek to maintain competitiveness in an ever-challenging global economic environment, considerable attention has been focused on rationalizing and realigning supply bases to match market realities. Firms are reducing and restructuring the number and types of suppliers from which they buy goods and services worldwide. This restructuring has a direct impact on minority suppliers. This chapter focuses on how minority suppliers can use technology, with particular focus on electronic procurement systems and related methods, to strengthen performance and attractiveness to potential business-to-business customers. Through the use of e-procurement, electronic auctions, and multiple customer relationship management processes, minority firms can strengthen relationships that lead to long-term success.

The Role of B2B E-Commerce in Market Share

2018 ◽  
pp. 1281-1294
Author(s):  
Juliette Milgram-Baleix ◽  
Melanie Parravano ◽  
Luis Enrique Pedauga
Keyword(s):  
Market Share ◽  
Manufacturing Firms ◽  
Skilled Workers ◽  
Market Shares ◽  
The Impact ◽  
Business To Business ◽  
Linear Manner ◽  
Panel Threshold Regression ◽  
Positive Effect

This chapter explores the impact of the Internet and Business to Business (B2B) e-commerce on Spanish manufacturing firms' market share while most studies focus on innovation and productivity. Using standard panel estimations, the authors find that firms with their own Web domain and that also carry out B2B e-commerce increase their market share, though this effect is not homogeneous among industries. B2B e-purchases have a more significant (and positive effect) on firms' market share than B2B e-sales have. Unlike other studies, the authors also use a panel threshold regression specification that shows that e-commerce affects market share in a non-linear manner depending on firm's characteristics. Larger firms and firms with higher share of skilled workers are better at increasing their market shares through Internet-based commerce strategies than other firms.

Using Web Services in Business-to-Business Integration

2011 ◽  
pp. 61-97
Author(s):  
Frank Goethals ◽  
Jacques Vandenbulcke ◽  
Wilfried Lemahieu
Keyword(s):  
Web Services ◽  
Integration Technology ◽  
The Future ◽  
Business To Business ◽  
The Web

The Web services paradigm promises well for the future of Business-to-Business integration (B2Bi). Currently, however, this paradigm is still in its infancy and organizations investing in Web services are facing many challenges. In this chapter we discuss some important B2Bi issues and examine how Web services could play their part in these. Nowadays, many Web services standards are being drawn up, but most of these are still immature and do not fully answer the proposed challenges. This chapter presents some rather mature standards. The goal of the authors is to show the importance of a flexible and cheap integration technology, and to discuss how the idea behind Web services fits in this vision, as well as to clarify the role of some important Web services standards.

Bridging B2B E-Commerce Gaps for Taiwanese SMEs

2011 ◽  
pp. 2086-2105
Author(s):  
Yu Chung William Wang ◽  
Michael S.H. Heng
Keyword(s):  
Economic Development ◽  
Supply Chain ◽  
Small And Medium Enterprises ◽  
Information Flows ◽  
Large Firms ◽  
The Government ◽  
Medium Enterprises ◽  
Business To Business ◽  
Taiwanese Government

Many Small and Medium Enterprises (SMEs) have been under pressures from large firms to implement Business-to-Business e-commerce (B2B e-commerce) information systems. However, these SMEs have faced various challenges to do so in the supply chain. This chapter explains the role of Taiwanese government in supporting SMEs in implementing e-commerce by analysing the interactions of government teams with current projects, and challenges of Taiwanese SMEs. Discussions and analyses focus on the government help in setting up infrastructure, B2B e-commerce implementation, and interfirm interactions among SMEs and larger firms. The Taiwanese government has been promoting its global logistic strategy for economic development which stresses supply chain integration by bridging information flows among overseas enterprises, domestic large firms, and local SMEs. Government projects related to this strategy are intended to anchor SMEs’ growing needs in linking B2B e-commerce with large firms. Our analyses and proposal dwell on how government can further bridge the gaps between the intrinsic barriers of SMEs and the interactions with larger firms in B2B e-commerce implementation.

Extended Enterprise Integration vs. Market B2B Integration

2010 ◽  
pp. 578-586
Author(s):  
Frank G. Goethals ◽  
Wilfried Lemanhieu ◽  
Monique Snoeck
Keyword(s):  
Information Systems ◽  
Organization Theory ◽  
Economic Organization ◽  
Extended Enterprise ◽  
Human Communication ◽  
Enterprise Integration ◽  
Communication Processes ◽  
It Department ◽  
Business To Business

The human communication processes that are involved in analyzing and designing a business and in designing, implementing, and maintaining information systems are affected by the fact that the information technology (IT) department of one company nowadays has to create software to fulfill requirements of people not only in their own company but in other companies too. In this context, the term “extended enterprise” is often used. The concept “extended enterprise” is, however, not unequivocally defined. This article first discusses the concept of the extended enterprise and opposes this form of economic organization to the two other basic forms of economic organization, namely, the firm and the market. Next, we derive from organization theory (see, e.g., Hatch, 1997; Morgan, 1996) two basic types of business-to-business integration (B2Bi), namely, extended enterprise integration and market B2Bi. We show that the extended enterprise constitutes a specific context within which information systems are being developed, integrated, and maintained, and that this context allows for/needs specific ways of integration. We discuss the role of standards and coordination for both types of B2Bi.

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