Initiation of buyer–seller relationships: The impact of intangibility, trust and mitigation strategies

Valtakoski, Aku

doi:10.1016/j.indmarman.2014.10.015

Cited by 35 publications

(51 citation statements)

References 83 publications

(174 reference statements)

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“…Trust refers to the reliance by one person, group or firm upon a voluntarily accepted duty on the part of another person, group or firm to recognize and protect the rights and interests of all others engaged in a joint endeavour or economic exchange (Hosmer, 1995). In profit sectors, there are a wealth of empirical evidence support that trust to the organization plays important role in building relationships between companies and customers (Gounaris, 2005;Hallen, Johanson, & Mohamed, 1991;Valtakoski, 2015). They also illustrate that when a relationship already exists, higher levels of commitment will be generated by virtue of the presence of trust, and that higher levels of both sales and loyalty will accrue as a consequence (Dwyer, Schurr, & Oh, 1987).…”

Section: Trust To the Organizationsmentioning

confidence: 99%

Internal Factors Affecting Continuous Donations among Cash Waqf Donors

Kassim¹,

Embi²,

Haron³

et al. 2019

IJARBSS

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Cash waqf has a great potential as one of Islamic innovation financial instrument to alleviate the poverty and increase socio-economic in the society. Studies into the factors contributing to the charity among public or first donation are abound. However, the factors effecting donor continuous donation or repeat donation have not yet received significant attention within the academic community. Therefore, this study aimed to identify the internal factors affecting donor's motivation to continuous donation among cash waqf donors who are constantly contributing donation through monthly salary deduction. This article postulates that although the factors positively affecting first donation may also impact repeat donation, but the effects of these factors on the two behavioral motivations may vary. The study shows that donor continuous donation is most influenced by donor's trust to the organizations, familiarity with the cause of organization and perceived efficacy of the contribution. These preliminary study is considered important to develop a clear understanding with regard to further improve the relationship between donors and waqf organizations in Malaysia.

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Section: Trust To the Organizationsmentioning

confidence: 99%

Internal Factors Affecting Continuous Donations among Cash Waqf Donors

Kassim¹,

Embi²,

Haron³

et al. 2019

IJARBSS

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“…The successful corporate brand management can reduce the high costs of initiating and maintaining customer relationships by establishing favourable dispositions to the company and sending signals to stakeholders about the corporate brand and the values it delivers (Kernstock and Brexendorf, 2009). The past studies have not yet identified the importance of understanding the benefits of value-creation during corporate branding efforts to reduce the efforts required for relationship initiation and maintenance or management from a supplier’s perspective (Gupta et al , 2016; Valtakoski, 2015). For instance, Ryan and Silvanto (2013) examined the role of corporate branding in enhancing brand loyalty from a business customer’s viewpoint, which is also related to the maintenance rather than initiation of business-to-business (B2B) relationships.…”

Section: Introductionmentioning

confidence: 99%

Corporate branding and value creation for initiating and managing relationships in B2B markets

Ozdemir

Gupta

Foroudi

et al. 2020

QMR

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Purpose This study aims to fill a gap in branding literature concerning the effect of corporate brand relationships on brand value through the case study method in a business-to-business (B2B) context. The objectives of this study can be framed in the following three questions: what are the main constituents of a corporate brand; how does a corporate brand generate tangible and intangible brand value for their business customers; and how do tangible and intangible brand benefits influence relationship initiation and management practices of the case companies? Design/methodology/approach The study adopts a qualitative multiple cases study design by using archival data and both in-depth telephone and online interviews with senior representatives of the case study companies to investigate corporate branding and associated issues in a B2B context. Findings From a managerial perspective, this study reveals that corporate business culture, brand relationships, products and corporate identity and personality as the main constituents of a corporate brand in a B2B context. The results show that a corporate brand can generate intangible and tangible brand value benefits for business customers. The findings also note the importance of brand value in enhancing relationship initiation. Originality/value The study contributes to the branding literature by developing a conceptual model that explains the development and role of the corporate brand in a B2B context with its associated value creation and brand management outcomes. The findings advance brand management literature on business relationships, which addresses a gap in B2B contexts rather than mainly about product brand management and value creation in business-to-consumer contexts.

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“…While the benefits and drivers of collaboration have received overwhelming attention (Corsten and Felde, 2005; Simatupang and Sridharan, 2002), there is a dearth of research regarding “the preparation or other activities that precede the actual collaboration between parties” (Hadaya and Cassivi, 2007, p. 955). Although extant research has examined contextual factors associated with the partnering process (Alves and Meneses, 2015; Boddy et al , 2000), few have attempted to identify the actions necessary to develop a collaborative relationship (Artto et al ., 2015; Jelinek, 2014; Valtakoski, 2015). It “is surprising […] that sales research has not paid much attention to the implications of the relational perspective on value creation for the sales function” (Haas et al , 2012, p. 102).…”

Section: Introductionmentioning

confidence: 99%

An entrepreneurial relationship marketing approach to B2B selling

Addison

Lingham

Uslay³

et al. 2017

JRME

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Purpose The purpose of this paper is to examine the entrepreneurial practice of intellectual capital sharing (ICS) with client organizations and assess its potential for collaborative business-to-business (B2B) relationship building. B2B collaborations within the traditional marketing paradigm are restricted due to perceived opportunism. Design/methodology/approach The research is based on the grounded theory approach and involves 22 semi-structured interviews with the employees of a focal organization and its five client organizations regarding 36 implemented projects. Interviews were transcribed, coded and analyzed via constant comparison to surface codes, categories, concepts and themes from which the authors developed propositions based on the particular context of this study. Findings ICS approach helps customers to reconstruct sellers’ identity from one characterized by opportunism and arm’s length relationships to one defined by openness and collaboration. Identified benefits of ICS include higher trust, commitment, social bonding, value co-creation, individual and organizational performance and learning. Eight propositions and a model of ICS consequences are presented. Research limitations/implications The context of the study is limited to a single industry – financial services – however, the findings should be highly relevant for other sales contexts characterized by low buyer trust. Practical implications Entrepreneurial marketers can engage in ICS approach quickly at minimal cost, as the capabilities and talent are typically already internal to the organization. Originality/value This paper examines a unique relational approach to serving clients called ICS that de-emphasizes the sale. Subject matter experts help buyers overcome challenges outside the scope of the traditional marketing paradigm.

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Initiation of buyer–seller relationships: The impact of intangibility, trust and mitigation strategies

Cited by 35 publications

References 83 publications

Internal Factors Affecting Continuous Donations among Cash Waqf Donors

Internal Factors Affecting Continuous Donations among Cash Waqf Donors

Corporate branding and value creation for initiating and managing relationships in B2B markets

An entrepreneurial relationship marketing approach to B2B selling

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