Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective

Abstract

Purpose

Despite IoT’s huge potential, enterprises’ ability to leverage it is their competitive advantage. Thus, competitive differentiation is primarily predicated on leveraging IoT toward customer needs. To examine the research gap, this study aims to explore the drivers of customer satisfaction and how they are affected by the interaction between IoT capabilities.

Design/methodology/approach

A mixed-method research framework is applied to assess the impact of IoT capabilities on customer satisfaction. Based on the theoretical underpinning of the resource-based view and dynamic capability, the study highlights the importance of IoT capabilities in active resource allocation and effective resource utilization. First, DEMATEL is used capture the interrelationship between IoT capabilities. Further, the impact of each IoT capabilities on customer satisfaction is studied using CoCoSo method.

Findings

The study highlights the importance of IoT capabilities in active resource allocation and effective resource utilization. The findings are enriched through the complementarity of resources in a dynamic business-to-business-to-customer (B2B2C) scenario. The authors expand the IoT capabilities from conventional business-to-business (B2B) or business-to-customer (B2C) scenario to tri-nodal B2B2C relationship triangle.

Practical implications

Based on the findings, the authors offer a business transformation strategy for firms in key areas of customer satisfaction by leveraging IoT. The study can help management prioritize and develop key IoT capabilities to meaningfully increase customer satisfaction metrics.

Originality/value

Building on the dynamic capabilities and resource-based view of the firm, an integrated decision-making research model is proposed. In addition, this study investigates the product and service capabilities unlocked using IoT capabilities. This work can be considered one of the leading attempts to improve customer satisfaction using IoT capabilities from traditional dyadic (B2B or B2C) structure to triadic (B2B2C) framework.

Citation

Chand, P. and Tarei, P.K. (2024), "Leveraging the interplay of Internet of Things (IoT) capabilities for achieving customer satisfaction in a B2B2C context: an integrative perspective", Journal of Business & Industrial Marketing, Vol. 39 No. 11, pp. 2325-2346. https://doi.org/10.1108/JBIM-06-2023-0314