End users’ purchasing task involvement, power and influence strategies in organizational buying

Pedeliento, Giuseppe; Andreini, Daniela; Bergamaschi, Mara; Salo, Jari

doi:10.1108/jbim-01-2018-0037

Cited by 13 publications

(9 citation statements)

References 92 publications

(273 reference statements)

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“…In the extant literature, user knowledge has been acknowledged as a valuable as it is not only used to help improve existing products and services, but also to enable the B2B firm to successfully adapt to long-term changes in market needs (Abrell et al , 2016). Thus, user knowledge is critical with respect to new product development, innovation and process improvement (Abrell et al , 2017; Abrell et al , 2016; Pedeliento et al , 2018).…”

Section: Implications Of Artificial Intelligence For Market Knowledge In B2b Marketingmentioning

confidence: 99%

Artificial intelligence (AI) and its implications for market knowledge in B2B marketing

Paschen

Kietzmann

2019

JBIM

249

158

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Purpose The purpose of this paper is to explain the technological phenomenon artificial intelligence (AI) and how it can contribute to knowledge-based marketing in B2B. Specifically, this paper describes the foundational building blocks of any artificial intelligence system and their interrelationships. This paper also discusses the implications of the different building blocks with respect to market knowledge in B2B marketing and outlines avenues for future research. Design/methodology/approach The paper is conceptual and proposes a framework to explicate the phenomenon AI and its building blocks. It further provides a structured discussion of how AI can contribute to different types of market knowledge critical for B2B marketing: customer knowledge, user knowledge and external market knowledge. Findings The paper explains AI from an input–processes–output lens and explicates the six foundational building blocks of any AI system. It also discussed how the combination of the building blocks transforms data into information and knowledge. Practical implications Aimed at general marketing executives, rather than AI specialists, this paper explains the phenomenon artificial intelligence, how it works and its relevance for the knowledge-based marketing in B2B firms. The paper highlights illustrative use cases to show how AI can impact B2B marketing functions. Originality/value The study conceptualizes the technological phenomenon artificial intelligence from a knowledge management perspective and contributes to the literature on knowledge management in the era of big data. It addresses calls for more scholarly research on AI and B2B marketing.

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Section: Implications Of Artificial Intelligence For Market Knowledge In B2b Marketingmentioning

confidence: 99%

Artificial intelligence (AI) and its implications for market knowledge in B2B marketing

Paschen

Kietzmann

2019

JBIM

249

158

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“…In the absence of a universally accepted definition (Okechuku, 2014), this paper adopts the view of involvement as a state of personal relevance experienced in decision-making processes. Task involvement can be linked to the importance given to that decision based on the attractiveness and possible impact of the outcome on the individual (Gilliland and Johnston, 1997; Pedeliento et al , 2018; Ein-Gar and Steinhart, 2011). Previous studies showed that when placing high importance on decision outcomes, individuals experience powerful intrinsic motivation (Papaioannou et al , 2012; Zhang and Markman, 2001) that causes them to put more effort into the task (Ein-Gar and Steinhart, 2011; Chakravarti and Janiszewski, 2012; Clark and Belk, 1979).…”

Section: Extensions To the Conceptual Modelmentioning

confidence: 99%

Drivers and inhibitors of the compromise effect – a conceptual overview

Schliwa

Ciornea

2020

JCM

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Purpose This paper aims to review numerous known drivers and antecedents of compromise behavior, proposing a basic categorization of the various contributions. This is done with the goal to integrate drivers and antecedents, previously largely discussed in isolation of one another, into a single conceptual model. This sheds light on the issue of previously overstated or understated relevance of individual drivers. The picture is completed by the proposition of new potential drivers of the compromise effect like lay rationalism and approval motivation. Design/methodology/approach The paper takes a conceptual approach in reflecting on prior findings from the field of compromise effect research and adjacent fields to develop a number of propositions aggregated in a conceptual model. Findings A number of previously overlooked, but potentially highly relevant interaction effects among known drivers of the compromise effect are proposed along with the proposition of several new drivers. Originality/value This conceptual paper offers a novel, broadly applicable categorization of compromise effect research. Further, it seems to be the first paper dedicated to an extensive review of established drivers of the compromise effect to examine the interdependence and possible interaction effects and of those drivers. Additionally, completely new potentially relevant drivers are discussed in detail and integrated into a conceptual model.

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“…Pedeliento et al (2018) have found that with products that have high levels of user interaction, purchasing task involvement is only marginally determined by the product’s performance or technical features. This goes against conventional wisdom, which suggests that users want involvement in any products where improved performance or specifications would aid their ability to do their job.…”

Section: Buying For the Usermentioning

confidence: 99%

“…This goes against conventional wisdom, which suggests that users want involvement in any products where improved performance or specifications would aid their ability to do their job. Pedeliento et al (2018) have also identified that purchasing task involvement leads to influence under specific distributions of power between the buyer and the user under specific circumstances.…”

Section: Buying For the Usermentioning

confidence: 99%

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The influence of users

2019

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Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings End users have traditionally been excluded from decision-making within organizational buying processes. Yet they are the ones who use the products purchased, so their involvement is now being seen as crucial to gaining competitive advantage. Originality/value The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

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End users’ purchasing task involvement, power and influence strategies in organizational buying

Cited by 13 publications

References 92 publications

Artificial intelligence (AI) and its implications for market knowledge in B2B marketing

Artificial intelligence (AI) and its implications for market knowledge in B2B marketing

Drivers and inhibitors of the compromise effect – a conceptual overview

The influence of users

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