调解
背景(考古学)
业务
价值(数学)
概念模型
营销
独创性
质量(理念)
维数(图论)
产业组织
心理学
社会心理学
计算机科学
社会学
古生物学
社会科学
哲学
数学
认识论
数据库
机器学习
创造力
纯数学
生物
作者
Vicente Sales-Vivó,Irene Gil Saura,Martina G. Gallarza
出处
期刊:International Journal of Retail & Distribution Management
[Emerald (MCB UP)]
日期:2021-04-12
卷期号:49 (7): 941-957
被引量:5
标识
DOI:10.1108/ijrdm-10-2020-0394
摘要
Purpose This paper addresses both conceptual and empirical value co-creation and relationship quality in a triadic approach for a B2B industrial context by 1) reviewing the relationship quality concept when social and economic satisfaction are addressed separately and 2) testing alternative models of relationship quality and economic satisfaction when value co-creation is introduced. Design/methodology/approach Two alternative models are developed where relationship quality is conceptualized as a higher-order multi-dimensional construct with three sub-factors: trust, commitment and social satisfaction. Data on the B2B relationship were collected from 77 partaking firms in the Spanish Furniture Market Observatory business panel, covering the manufacturer-retailer and manufacturer-supplier relationships for control and comparison purposes. Findings Using PLS-SEM, results reflect that social and economic satisfaction act differently in the B2B relationship. The effect of relationship quality on economic satisfaction is greater when value co-creation is introduced as a mediating variable, although this mediation is partial. Moreover, the mediating effect is greater in the manufacturer-supplier relationship than in the manufacturer-retailer one. Originality/value The paper reduces the conceptual gap between value exchanges in B2C and B2B contexts. It also introduces a less-common triadic approach along the supply chain for B2B industrial relationships. Evidence is provided on the importance of social satisfaction as an affective dimension of relationship quality and on the mediating role of value co-creation between relationship quality and economic satisfaction.
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