Can B2B firms benefit from competitors' advertising? A dynamic business environment perspective on an emerging communication form

Guenther, Peter; Guenther, Miriam

doi:10.1016/j.indmarman.2022.01.016

Cited by 8 publications

(7 citation statements)

References 69 publications

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“…Almost three decades ago, Crowston (1997) argued that coordination embraces an understanding of the inter-firm nature of processes and resources, which is more successfully enabled once business partners have partnered to achieve economic success. This secures economic satisfaction, enabling an enhanced coordination of activities between B2B partners (Guenther & Guenther, 2022). Therefore, the overall economic benefits from a coordinated relational approach deliver much greater results for all parties, with future relational intent being stimulated and resulting in increased intent to continue with the relationship in the future (Ruiz-Martínez et al, 2019).…”

Section: Economic Satisfaction and Coordinationmentioning

confidence: 99%

Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

Ferro-Soto,

Padin,

Roberts-Lombard

et al. 2024

South African Journal of Business Management

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Purpose: This study tests a research model that reflects the nomological relationship between satisfaction as a two-dimensional construct and continuity, coordination, and cooperation in business-to-business (B2B) sales relationships.Design/methodology/approach: The study sample comprised small- and medium-sized companies across industries in Spain. In total, 237 satisfactorily completed questionnaires were obtained for data analysis. Structural equation modelling was applied to secure the development of the study’s results.Findings/results: The results revealed that sales managers should reach agreements with their partners to put in place appropriate coordination mechanisms that contribute to improving efficiency and achieving expected long-term goals.Practical implications: The study guides B2B sales managers on how to establish good interpersonal relationships with partners, foster an atmosphere in which favourable impressions are generated between the parties, treat each other with respect and promote open sharing of information that avoids distrust and fear of the appearance of opportunistic behaviour.Originality/value: This study provides an extended foundation of the structural properties with intermediary constructs between economic satisfaction and non-economic satisfaction based on a seller’s perspective. This is significant, seeing that most extant studies have explored the constructs proposed from a buyer’s perspective.

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Section: Economic Satisfaction and Coordinationmentioning

confidence: 99%

Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

Ferro-Soto,

Padin,

Roberts-Lombard

et al. 2024

South African Journal of Business Management

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“…Lingkungan bisnis suatu perusahaan terdiri dari empat bagian (Möller et al, 2020). Bagian pertama terdiri dari masing-masing perusahaan yang bergantung pada tujuan mereka (misalnya, membangun merek), sumber daya (misalnya, anggaran pemasaran), dan kemampuan (misalnya, pengembangan kampanye iklan, desain grafis, dan lain-lain yang terlibat dalam periklanan pada tingkat yang berbeda (Guenther & Guenther, 2022). Masingmasing perusahaan ini tertanam dalam ekosistem fokus mereka (misalnya, pemasok, pelanggan, dan pesaing) yang pada gilirannya tertanam dalam seluruh bidang bisnis (yaitu, industri) yang kemudian membentuk lapisan makro atau sistem yang ditetapkan bersama dengan bidang bisnis lainnya, dan dalam lapisan lingkungan atas, norma-norma tertentu akan muncul sebagai yang dominan, yaitu telah telah melembaga.…”

Section: Kajian Teori Dan Hipotesisunclassified

Pemahaman terhadap faktor lingkungan dalam dunia bisnis: suatu tinjauan literatur

Sari,

Bahri

et al. 2023

E-BISMA

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Lingkungan bisnis terdiri dari serangkaian kontrol bisnis pada perusahaan dari pendirian hingga kebangkrutannya. Kontrol bisnis ini terdiri dari evaluasi kelembagaan perusahaan kelembagaan perusahaan dan lingkungan ekonomi dan terkait erat dengan produksi dan operasi perusahaan multinasional. Penelitian ini bertujuan untuk mengetahui determinan lingkungan bisnis. Pertimbangan yang komprehensif terhadap lingkungan bisnis sangat penting untuk meningkatkan tingkat kelangsungan hidup. Kualitas kelembagaan, sistem hukum, dan efisiensi pemerintah suatu negara dapat mencerminkan kekuatan, kelemahan, dan lingkungan sosial negara tersebut, dimana sistem yang baik dapat mendorong orang untuk terlibat dalam berbagai kegiatan dan mencapai keuntungan sosial yang tinggi. Metode systematic literature review digunakan dalam penelitian ini. Artikel yang digunakan sebagai bahan kajian sebanyak 26, yang didapatkan dari laman sciencedirect.com, emerald.com dan scopus.com. Hasil studi literatur menunjukkan beberapa determinan lingkungan bisnis. Lingkungan bisnis mempengaruhi maupun dipengaruhi oleh beberapa determinan, yang teridentifikasi dalam tabel diatas. Penelitian ini tidak menemukan variabel lingkungan bisnis sebagai variabel moderasi maupun mediasi. Saran untuk penelitian selanjutnya juga disampaikan dalam penelitian ini.

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“…The quality of a region's business environment directly affects the number of investment attractions. The operating enterprises in the region ultimately have an important impact on economic development, fiscal and tax revenue, and social employment (Guenther and Guenther, 2022). Generally speaking, legal, political, economic, and social elements affect enterprise activities.…”

Section: Conceptual Foundation and Model Buildingmentioning

confidence: 99%

The impact of criminal law regulation-based business environment optimization on entrepreneurial spirit and enterprise development

Liu

2022

Front. Psychol.

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The purpose is to explore the impact of the business environment optimization by Criminal Law Regulation (CLR) on Entrepreneurial Spirit (ES) and Enterprise Development (ED) and to provide a reference for subsequent related research. Based on this, this work first makes a detailed analysis of the business environment and CLR. Second, the research hypotheses are put forward, and the conceptual model is proposed. At the same time, a Questionnaire Survey (QS) is designed to analyze the business environment, ES, and ED, and their relationships. Finally, a Structural Equation Model (SEM) is constructed and the CLR-optimized business environment is used as the intermediary variable to explore the impact of the business environment on ES and ED. Then, 200 QSs (recovering 192 valid ones) are distributed to investigate entrepreneurs' attitudes toward ES and ED in different regions. Statistical analysis and independent t-tests are performed on the survey results to judge the relationship between variables. The results of empirical analysis show that (1) The significance coefficient P of ES and ED is 0.005 < 0.01, and the scores of ES and ED of large enterprises are 132.7864 and 142.3243, respectively, which are the highest. Therefore, CLR-optimized business regulation has a significant positive impact on the ED. (2) The influence coefficient of CLR-optimized business regulation and ES is 0.60, and the influence coefficient of CLR-optimized business regulation and ED is 0.75. Therefore, CLR-optimized business regulation plays a positive role in the development of ES. CLR-optimized business regulation plays a regulating role between ES and ED. (3) CLR-optimized business regulation has a significant positive impact on the formation of ES. The policy enlightenment of this work mainly has three points. First, optimizing the business environment can stimulate and protect ES, thus improving the quality of economic growth. All regions should promote “mass entrepreneurship and innovation” and high-quality economic development by improving the convergence of economic policies and building a legal and market-oriented business environment. Second, all regions should implement dynamic and differentiated policies to optimize the business environment's spatial pattern in Chinese cities. Third, there is a need to further strengthen the construction of new infrastructure through cutting-edge information technologies, such as Fifth Generation (5G) mobile communication, Big Data, and Artificial Intelligence (AI).

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Can B2B firms benefit from competitors' advertising? A dynamic business environment perspective on an emerging communication form

Cited by 8 publications

References 69 publications

Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

Pemahaman terhadap faktor lingkungan dalam dunia bisnis: suatu tinjauan literatur

The impact of criminal law regulation-based business environment optimization on entrepreneurial spirit and enterprise development

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