Business customer experience in B2B2C service settings: a scale development

Abstract

Purpose

Business-to-business (B2B) relations will become more prevalent in many areas such as delivery services, based on current trends supporting e-commerce proliferation. In addition, hyperlocal e-commerce, which focuses on customers in a small geographic region, relies heavily on another business to handle the supply chain. Emerging trends in business to business to customer (B2B2C) experiences provide retailers with opportunities to develop strategies for better customer service. Therefore, the purpose of this study was to develop a scale for measuring business customer experience in the B2B2C aggregator business model.

Design/methodology/approach

Using the psychometric scale development procedure, the researchers devised a 29-item, six-dimensional scale measuring business customer experience with the help of two cross-sectional studies. Restaurant managers who rely on delivery partners to serve their customers were surveyed twice. The authors validated a scale for assessing business customer experience using exploratory factor analysis, confirmatory factor analysis and structural equation modelling.

Findings

Based on fit criteria, a higher-order formative structure was best suited to the scale. The dimensions identified were shared vision, interaction experience, end-customer focus, relationship experience, service experience and outcome focus. According to the study, business customer experience is more objective and utilitarian than existing paradigms on customer experience.

Research limitations/implications

Theoretically, this research helps to understand the underpinnings behind the formation of business customer experience and attempt to bring transformative service research focus in the B2B2C trilogy as better experiences predict the well-being of members of the business centre in the B2B.

Practical implications

Practically, this research helps businesses to revisit their strategies for a better relationship with business partners for jointly offering an improved experience to the end customers.

Originality/value

This study explains a pioneer attempt to develop a scale for business customer experience in the context of B2B2C aggregator business models.

Citation

G., R. and Asokan-Ajitha, A. (2023), "Business customer experience in B2B2C service settings: a scale development", Journal of Business & Industrial Marketing, Vol. 38 No. 4, pp. 886-904. https://doi.org/10.1108/JBIM-07-2021-0342