Moving towards digital platforms revolution? Antecedents, determinants and conceptual framework for offline B2B networks

Peruchi, Diego Falcão; Pacheco, Diego Augusto de Jesus; Todeschini, Bruna Villa; Caten, Carla Schwengber ten

doi:10.1016/j.jbusres.2021.12.036

Cited by 30 publications

(14 citation statements)

References 76 publications

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“…However, the difficulties organisations encounter in the field of DT raise the question of what causes export performance disparities between firms in worldwide markets (Konopik et al, 2022). Although the literature has conceptualised DT as the adoption of digital technologies such as artificial intelligence, augmented reality, big data, cloud computing, internet 4.0 and the Internet of Things (Frank et al, 2019), this concept is primarily applicable to resourceintensive industries and refers to significant investments and human competencies that are frequently unavailable to SMEs (Nadkarni and Pr€ ugl, 2021;Peruchi et al, 2022). Thus, additional research is required to examine digitalisation and export performance beyond their causal relationships and to attempt to comprehend how this relationship can be conceptualised more as a dynamic intertwinement than a static cause-effect relationship (Bergamaschi et al, 2021).…”

Section: Introductionmentioning

confidence: 99%

Digital transformation and export performance: a process mechanism of firm digital capabilities

Luu

2023

BPMJ

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PurposeThis study aims to investigate the logic between digital transformation and export performance by analysing a large sample of Vietnamese exporters. The theoretical model is further extended by investigating the driving role of digital transformational leadership and mediating effects of firm digital capabilities and employee exploration and exploitation innovation.Design/methodology/approachThe study sample comprised 364 middle managers at 107 export firms in Ho Chi Minh City, Vietnam. The data are analysed using a partial least square-structural equation model (PLS-SEM).FindingsDigital transformation may be an indispensable tool for enhancing the export performance of businesses. Moreover, digital transformational leadership may drive digital transformation through the mediating mechanisms of firm digital capabilities and employee exploration and exploitation innovations to achieve high export performance.Originality/valueThis initial study contributes significantly to international business theory through the lens of dynamic capabilities theory, which reveals the role of digital transformation in export performance via mechanisms of digital transformational leadership, firm digital capabilities and employee exploration and exploitation innovation.

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Section: Introductionmentioning

confidence: 99%

Digital transformation and export performance: a process mechanism of firm digital capabilities

Luu

2023

BPMJ

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“…The upstream supply side primarily consists of commodity suppliers (e.g., manufacturers, brands, distributors, and origin) (You, 2020 ); the midstream primarily consists of live broadcast service providers, channel platforms (e.g., e-commerce platforms, content platforms, and social platforms) (Liu et al, 2021 ), and anchors (e.g., Internet celebrities, star artists, entrepreneurs, and other anchors); and the downstream demand side primarily consists of consumption (Maier and Wieringa, 2021 ). In the traditional centralized e-commerce model, the platform is the center of transactions and communication between brands, merchants, and consumers, and it has tight control over flow, transaction data, and customer relationships (Yue et al, 2019 ; Varadarajan et al, 2021 ; Peruchi et al, 2022 ). With the development of socialization, containerization, and decentralization of e-commerce, the platform's strong control over merchants and consumers has gradually eroded (Li et al, 2021 ), allowing brands, merchants, and consumers to have direct contact with consumers and make sales conversion more efficient and cost-effective (Gielens and Steenkamp, 2019 ; Wedel et al, 2020 ).…”

Section: Introductionmentioning

confidence: 99%

A Study on the Influencing Factors of Consumers' Purchase Intention During Livestreaming e-Commerce: The Mediating Effect of Emotion

Zhou

Tong

2022

Front. Psychol.

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With the deep popularity of mobile Internet, the “eyeball economy” is more active than ever. Driven by powerful modern media, livestreaming, as a new form of attracting public attention to obtain economic benefits, is worth studying its influence path on consumers. Based on the technology acceptance model and the mediating effect of emotion, this study constructs the consumer influencing factor model of livestreaming e-commerce. The research model and related hypotheses are verified by SPSS and linear multiple regression models. The research found that emotional trust and perceived emotional value could be regarded as mediating variables to stimulate consumers' purchase intention in livestreaming e-commerce. They have a full mediating effect on product and atmosphere and a partial mediating effect on homogeneity and promotion, which identifies that online celebrity's homogeneity, and sales promotion could influence consumers' purchase intention through the partial mediating role of emotional trust and perceived emotional value, while product and atmosphere induced by emotional contagion could exert influence on consumers' purchase intention through the full mediating effect of emotional trust and perceived emotional value.

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“…The problem is that these companies struggle to use it effectively. Therefore, scholars pay attention on the digital ecosystem to understand the deployment of digital technologies (Peruchi et al, 2022).…”

Section: Discussionmentioning

confidence: 99%

“…Companies strive to verify the right digital communication system, platform, channel or tool. The complex topic is highly interesting for scholars therefore the literature will pay attention on digital ecosystem (Peruchi et al, 2022).…”

Section: Digital Transformationmentioning

confidence: 99%

Explaining Correlations of Digital Transformation and Adaptiveness in B2B Sales in Relation to Rresilience

Gunther¹

2022

Pandémia – Fenntartható Gazdálkodás – Környezettudatosság

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The sales environment and specifically B2B sales have changed tremendously in the last couple of years. Especially the pandemic crisis has addressed disruption regarding sales strategies. The sales force as well as sales managers and the entire organization faces challenges to operate and perform with the new behavior of buyers. Actual research in this field underpins that digital transformation and an adaptive sales force could help to create a more resilient strategy in B2B sales. Technological advances have been a driving force in these changes, warranting scientific inquiry into the use of new technologies in business development. The article outlines the extant literature on digital transformation and adaptive selling in B2B sales. Based on interviews with sales managers the author explored how these managers could transpose adaption in their business strategy. Based on the assumption that the salesforce provides solutions like products and services to their customers, the potential benefit of adaptive selling and digital transformation will be discussed. In the last section of this article the author examines the gaps in the scientific literature and discuss these with suggestions on how adaptive selling and transformation could support resilient sales strategies in the B2B sales.

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Moving towards digital platforms revolution? Antecedents, determinants and conceptual framework for offline B2B networks

Cited by 30 publications

References 76 publications

Digital transformation and export performance: a process mechanism of firm digital capabilities

Digital transformation and export performance: a process mechanism of firm digital capabilities

A Study on the Influencing Factors of Consumers' Purchase Intention During Livestreaming e-Commerce: The Mediating Effect of Emotion

Explaining Correlations of Digital Transformation and Adaptiveness in B2B Sales in Relation to Rresilience

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