Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust

Padgett, Daniel; Hopkins, Christopher D.; Williams, Zac

doi:10.1016/j.jbusres.2020.07.019

Cited by 39 publications

(42 citation statements)

References 75 publications

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“…Kualitas produk juga menjadi faktor penting yang menjadi tolak ukur kepuasan pelanggan dalam konteks Business to Business (B2B). Penawaran produk menjadi inti dalam membangun hubungan terikat yang berkelanjutan dengan pelanggan (Padgett et al, 2020). Mengingat pentingnya produk dalam hubungan Business to Business (B2B), kualitas produk dapat memberikan manfaat ekonomi bagi hubungan tersebut.…”

Section: Pendahuluanunclassified

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Analisis Kepuasan, Loyalitas dan Penjualan pada Perusahaan yang Melayani Transaksi Business to Business (Studi Kasus: PT. KK Label Indonesia)

Hafidah

2022

jist

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The purpose of this study was to analyze satisfaction, customer loyalty and sales in 2021 at PT. KK Label Indonesia. This research was made through the implementation of research at PT. KK Label Indonesia, which was held for 4 months. Customer satisfaction and loyalty in 2021 at PT. KK Label is good enough. However, sales at PT. KK Label Indonesia during 2021 is still volatile. This happened because of several factors that influenced it, especially the impact of the Covid-19 pandemic, and other factors related to the company's operations and marketing. In this study, the source of the data obtained came from secondary data of PT. KK Label Indonesia, obtained through customer satisfaction data which is collected annually by PT. KK Label Indonesia from its customers, company documentation such as archived documents belonging to the company, and interviews with resource persons, namely several employees of PT. KK Label Indonesia in the marketing scope. Meanwhile, in this study it was found that in order to increase customer satisfaction, the company must make improvements to its products and services which many customers complained about. Then, to increase customer loyalty, companies must be responsive to the quality of products and services. As well as to increase sales, companies must increase customer satisfaction and loyalty, as well as perform calculations and analysis of marketing strategies, so that the company's sales targets can be achieved. The results of this study can be used as input for PT. KK Label Indonesia in improving and enhancing marketing strategies.

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Section: Pendahuluanunclassified

“…Kualitas produk dapat meningkatkan komitmen afektif, yang terkait dengan loyalitas pelanggan. Dalam hubungan Business to Business (B2B) komitmen afektif mewakili ikatan emosional antara pelanggan dan perusahaan dianggap penting, karena dianggap dapat menjadi pengikat positif non-keuangan dari hubungan Business to Business (B2B) (Padgett et al, 2020).…”

Section: Pendahuluanunclassified

Analisis Kepuasan, Loyalitas dan Penjualan pada Perusahaan yang Melayani Transaksi Business to Business (Studi Kasus: PT. KK Label Indonesia)

Hafidah

2022

jist

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“…Usually, a committed party wants to stay in a relationship for a long time and reap long-term benefits, thus reducing the chances of being unfaithful. This can be attributed to: (a) the many sacrifices already made in the relationship that make alternative partners look less attractive; (b) the possible loss of the various investments accumulated over time if the relationship were terminated; and (c) the nonmaterialization of the possible long-term gains expected to be obtained from the relationship when changing a partner (e.g., Dutta et al, 1999;Fein & Anderson, 1997;Padgett et al, 2020;Tsiros et al, 2009). Low dependence (reported by 28.8% of the manufacturers and 31.3% of the distributors) can also lead a partner to seek another parallel, illegitimate relationship, because it has little to lose if the relationship is terminated (Kumar et al, 1995).…”

Section: Structural Motivesmentioning

confidence: 99%

Unveiling the infidelity problem in exclusive manufacturer–distributor relationships: A dyadic perspective

Leonidou

Aykol

Hadjimarcou

et al. 2021

Psychology and Marketing

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Infidelity has been a common dark-side phenomenon in manufacturer-distributor (M-D) relationships, which, despite its harmful effects on operating performance and long-term viability, has received scant theoretical and empirical attention in marketing research.Using data collected from 103 manufacturers and 101 distributors located in the USA, we investigate this phenomenon by conceptualizing it as a developmental process, comprising motives, symptoms, manifestations, consequences, and remedies. Our findings show that, with a few exceptions, there are no significant differences between manufacturers and distributors with regard to their perceptions of: (a) the structural, processual, and contextual factors contributing to the emergence of infidelity; (b) the behavioral and attitudinal factors helping to diagnose partner infidelity; (c) the ambiguous, explicit, and deceptive manifestations of infidelity; (d) the possible passive, mild, or aggressive consequences of infidelity; and (e) the pre-emptive or post hoc measures that need to be taken to cure infidelity.

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“…Trust is a willingness to take action by others who are believed to have reliability and integrity (Morgan & Hunt, 1994). Perceptions of fairness by considering inputs in a relationship to the results received are perceptions of trust (Padgett, Hopkins, & Williams, 2020). Trust focuses on goodwill trust with the partner's belief that the partner will comply with the cooperation agreement (Jiang, Li, Gao, Bao, & Jiang, 2013).…”

Section: Trustmentioning

confidence: 99%

The Effect Of Partner Capabilities, Economic Benefits And Trust To Continue Channel Partnership by MSMEs

Aliyafi'iy

Sanaji

2021

JBMR

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The development of a business model requires SMEs to develop and strive to make their business run smoothly and develop for the better. Therefore, to catch up with big business competitors, it requires business cooperation. This study aims to determine the effect of partner capabilities and economic benefits on the decision to continue a business partnership that mediated by trust. To analyze the model, this study used 80 SMEs that partnered with Lamongan Mart. We used the partial least square (PLS) method to test the hypothesis. The results show that there is a significant effect of partner capability on trust. Economic benefits have a significant effect on trust. The decision to continue the partnership is significantly influenced by the partner's capabilities and economic benefits. Trust has a significant effect on the decision to continue the partnership. In conclusion, trust can mediate partner capabilities and economic benefits to the decision to continue the partnership.

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Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust

Cited by 39 publications

References 75 publications

Analisis Kepuasan, Loyalitas dan Penjualan pada Perusahaan yang Melayani Transaksi Business to Business (Studi Kasus: PT. KK Label Indonesia)

Analisis Kepuasan, Loyalitas dan Penjualan pada Perusahaan yang Melayani Transaksi Business to Business (Studi Kasus: PT. KK Label Indonesia)

Unveiling the infidelity problem in exclusive manufacturer–distributor relationships: A dyadic perspective

The Effect Of Partner Capabilities, Economic Benefits And Trust To Continue Channel Partnership by MSMEs

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