Nils Høgevold, Göran Svensson and Mornay Roberts-Lombard
This study explores a seller’s perspective in business relationships to validate whether the findings reported in previous studies based on buyer business relationships apply to…
Abstract
Purpose
This study explores a seller’s perspective in business relationships to validate whether the findings reported in previous studies based on buyer business relationships apply to seller business relationships. The purpose of this study is to test whether satisfaction functions as a connector between positive antecedents (trust and commitment) and negative postcedents (opportunism and conflict) in a business-to-business (B2B) relationship, based on a seller perspective.
Design/methodology/approach
A descriptive research design was applied and data was collected from Norwegian companies from the database of LinkedIn’s Sales Navigator. Respondents (Sales or Marketing Managers/Directors or Key Account Managers) were asked to identify one main business customer with whom they had interacted in the past year. A total of 213 responses could be used for data analysis. In addition, the measurement and structural models were assessed.
Findings
Trust was established as a positive alter ego of opportunism and opportunism as a negative alter ego of trust. The commitment was also determined to be a positive alter ego of conflict, with conflict being a negative alter ego of commitment. Furthermore, it was proven that alter egos are not opposites, but facets of antecedents and postcedents in relation to a connector, satisfaction.
Research limitations/implications
The tested model endorses the hypothesised relationships between trust, commitment, satisfaction, opportunism and conflict in Norwegian B2B relationships. Satisfaction is linked to its two antecedents and its outcomes and the hypothesised relationship between opportunism and conflict is also endorsed from a seller’s perspective in B2B relationships.
Practical implications
The findings can assist the B2B industry to understand how trust and commitment foster satisfaction, how satisfaction influences opportunism and conflict, and how opportunism relates to conflict in a seller-business relationship.
Originality/value
No previous study has focussed on relationship marketing in B2B relationships from a seller’s perspective to establish whether satisfaction functions as a connector between trust and commitment and opportunism and conflict.
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Göran Svensson, Carlos Ferro, Nils Hogevold, Carmen Padin and Juan Carlos Sosa Varela
The purpose of this paper is to test the structural properties of a stakeholder research model of focal company business sustainability and the associated consideration of…
Abstract
Purpose
The purpose of this paper is to test the structural properties of a stakeholder research model of focal company business sustainability and the associated consideration of upstream, downstream, market and societal stakeholders.
Design/methodology/approach
Based on two industrial business samples in Norway and Spain, partial least squares– structural equation modelling (PLS-SEM) was applied to empirically test a research model consisting of five stakeholder constructs.
Findings
The model was tested in Norway and validated in Spain. An analysis of the path coefficients and levels of significance shows that all relationships in the research model were significant and meaningful.
Research limitations/implications
This paper develops a model that explains and predicts company considerations of other stakeholders in the business sustainability efforts within supply chains (both upstream and downstream) and also beyond in the market and society.
Practical implications
The results of this study can guide companies in structuring, planning and implementing business sustainability in their supply chains, the marketplace and the society. It can also provide a foundation for monitoring and follow-up assessment of corporate decision-making.
Originality/value
This study contributes to supply chain management (SCM) and stakeholder theory to establish a framework for business sustainability with respect to company stakeholders in supply chains.
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Nils M. Høgevold, Göran Svensson, Rocio Rodriguez and David Eriksson
The purpose of this paper is to examine to what extent that a selection of economic, social and environmental factors is taken into corporate consideration (importance and…
Abstract
Purpose
The purpose of this paper is to examine to what extent that a selection of economic, social and environmental factors is taken into corporate consideration (importance and priority) the longitudinal aspects of sustainable business practices.
Design/methodology/approach
This study is based on an inductive approach taking into account the longitudinal aspects and an in-depth case study of a Scandinavian manufacturer recognized for its initiatives and achievements of sustainable business practices.
Findings
The key informants indicated that economic factors are always important when it comes to sustainable business practices, social factors are to some extent important, and the environmental factors are generally important.
Research limitations/implications
The planning, implementation and follow-up of sustainable business practices and related efforts require a consideration of economic, social and environmental factors.
Practical implications
The framework of a triple bottom line (TBL) dominant logic for business sustainability applied may guide the corporate assessment to plan, implement and follow-up the importance and priority of the longitudinal aspects of sustainable business practices.
Originality/value
A TBL dominant logic for sustainable business practices adequately frames corporate efforts regarding importance and priority making a relevant contribution addressing the longitudinal aspects to complement existing theory and previous studies.
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Rocio Rodriguez, Göran Svensson, Nils M. Høgevold and David Eriksson
The purpose of this paper is to compare the similarities and differences relating to sustainability initiatives between health-care organizations. The aim is to provide a…
Abstract
Purpose
The purpose of this paper is to compare the similarities and differences relating to sustainability initiatives between health-care organizations. The aim is to provide a framework of factors and their determinants to enable a profiling of organizational sustainability initiatives.
Design/methodology/approach
Based on an inductive approach, judgmental sampling was applied to select relevant health-care organizations. Informants were identified according to their knowledge of their organizations’ sustainability initiatives.
Findings
Several factors and their determinants for characterizing differences and similarities were found. The results also reveal that organizational sustainability initiatives are either value-driven or business-driven.
Research limitations/implications
The reported framework of factors and their determinants serves the purpose of profiling organizational sustainability initiatives. Opportunities for further research are provided.
Practical implications
This paper provides managerial guidance for characterizing the differences and similarities with respect to organizational sustainability initiatives in relation to other organizations.
Originality/value
This study establishes a framework for characterizing organizational sustainability initiatives. It also contributes to reveal whether organizational sustainability initiatives are value – or business-driven and considers intrinsic-oriented differences and extrinsic-oriented similarities.
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Nils M. Høgevold, Gøran Svensson and Carmen Otero-Neira
The purpose of this paper is to test hypothesized relationships within and between the domains of action and social alignment based on a sales perspective in business…
Abstract
Purpose
The purpose of this paper is to test hypothesized relationships within and between the domains of action and social alignment based on a sales perspective in business relationships.
Design/methodology/approach
This study is based on a cross-industrial sample of Norwegian companies consisting of 213 key informants corresponding to a valid response rate of 40.7 percent.
Findings
The findings validate that coordination relates positively to economic satisfaction (ES); coordination does not relate to non-economic satisfaction (NES); coordination relates positively to cooperation; cooperation relates positively NES; and cooperation mediates between ES and NES.
Research limitations/implications
This study tests and successfully validates an action and social alignment model based on a sales perspective in seller business relationships, providing additional insights into the field of relationship quality and the sales literature. Suggestions for further research are provided.
Practical implications
According to sales practitioners, the research model makes sense in relation to managerial implications for seller business relationships.
Originality/value
This study contributes to incorporating a seller perspective in relation to existing theory and previous studies on a buyer perspective to quality constructs in business relationships.
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Nils M. Høgevold, Gøran Svensson and Mercy Mpinganjira
Seen from the seller's point of view, this study examines economic and non-economic satisfaction as distinct conceptual variables, and tests how the constructs relate to each…
Abstract
Purpose
Seen from the seller's point of view, this study examines economic and non-economic satisfaction as distinct conceptual variables, and tests how the constructs relate to each other and to the business transactional cost variables of formalisation, specific investments and dependence.
Design/methodology/approach
Data was collected from 213 key informants from Norwegian companies involved in business-to-business marketing. Structural equation modelling was used to test the posited hypotheses.
Findings
The findings show that sellers' economic satisfaction exerts a positive influence on non-economic satisfaction and on formalisation, while its posited influence on specific investments was not found to be significant. Formalisation was, however, not significantly influenced by seller non-economic satisfaction. Specific investment was positively influenced by seller non-economic satisfaction. The influence of formalisation on specific investments and dependence was significant. Specific investments were also found to be positively influenced by dependence.
Research limitations/implications
The study reveals the importance of assessing both economic and non-economic satisfaction in trying to understand sellers' behaviour in business-to-business markets.
Practical implications
The findings show the need for managers to ensure economic satisfaction, as its affects non-economic satisfaction.
Originality/value
This study contributes to a better understanding of satisfaction in business-to-business exchange relationships and its relationship with transactional cost constructs based on a seller's perspective.
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Carlos Ferro-Soto, Carmen Padin, Goran Svensson and Nils Høgevold
This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B…
Abstract
Purpose
This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B) relationships.
Design/methodology/approach
Based on a broad range of 242 small-, medium- and large-sized Spanish companies, the data analysis used structural equation modeling by means of the SPSS/AMOS 26.0 software.
Findings
The findings confirm that trust and commitment serve as mediators between economic and non-economic satisfaction in business channel relationships, when adopting a sales perspective.
Practical implications
This study provides managerial support and guidance for assessing satisfaction, trust and commitment from a sales manager perspective in business channel relationships, to create and maintain long-term exchange relationships, with mutual benefits extending to other partners.
Originality/value
The findings shed light on the confusion regarding the nomological framework in models related to the quality of B2B relationships, thus confirming the mediating role of trust and commitment between economic and non-economic satisfaction in business channel relationships, following a sales perspective and considering the dual nature of satisfaction, distinguishing between economic and non-economic satisfaction.
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Rocío Rodríguez, Nils Høgevold, Francisco-Jose Molina-Castillo and Goran Svensson
This paper aims to examine the effect of social disruption on the use of technologies for digitizing business-to-business (B2B) processes. The aim is to assess how digitalization…
Abstract
Purpose
This paper aims to examine the effect of social disruption on the use of technologies for digitizing business-to-business (B2B) processes. The aim is to assess how digitalization technologies (DT) may impact corporate performance (CP) in B2B settings.
Design/methodology/approach
The methodology is based on a questionnaire survey in Norway, and a deductive research design. A total of 216 usable questionnaires out of 356 were returned, generating a response rate of 60.6%.
Findings
This study shows that there is an effect of social disruption on DT (such as digital communication tools, social media and customer relationship management systems) in B2B settings that may impact CP.
Research limitations/implications
This study indicates that the use of technologies to digitize B2B processes may enhance CP when social disruption occurs.
Practical implications
This study offers insights to companies that need help in adapting their business processes to the changing social and technological environment. This study also highlights the importance of digitalization for business survival in the marketplace and society.
Originality/value
This study sheds light on the effect of social disruption on DT and provides opportunities for managing CP.
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Jyh-Liang Guan, Tzong-Ru Lee, Pierre Mostert, Göran Svensson and Nils M. Høgevold
This study aims to verify whether a nomological framework of antecedents and postcedents to satisfaction is valid and reliable in both purchase and sales business relationships.
Abstract
Purpose
This study aims to verify whether a nomological framework of antecedents and postcedents to satisfaction is valid and reliable in both purchase and sales business relationships.
Design/methodology/approach
In this study snowball sampling was used to identify relevant purchase and sales managers to collect data from two cross-industrial samples in Taiwan pertaining to purchase and sales business relationships.
Findings
The results display the validity and reliability of the nomological framework in both purchase and sales business relationships.
Research limitations/implications
This study verifies the results in previous studies based on purchase business relationships and that the framework also appears to be valid and reliable in sales business relationships.
Practical implications
This study provides purchase and sales managers with insights to assess both their firms' inbound and outbound business relationships in purchases and sales.
Originality/value
This study creates a connection between purchase and sales business literature offering opportunities for further research.
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Nils Høgevold, Rocio Rodriguez, Göran Svensson and Carmen Otero-Neira
This study aims to examine the role of salespeople’s skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in…
Abstract
Purpose
This study aims to examine the role of salespeople’s skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in meta-analytical works, that salespeople’s skills relate directly to their sales performance (SP), is questioned.
Design/methodology/approach
his research relies on existing theory and previous studies on SP drivers and SP measures. The literature identifies a set of common denominators on the role of salespeople’s skills regarding their SP, all of which are tested in this study. Based on a deductive approach and questionnaire survey, 732 service firms in Norway were targeted. A total of 389 questionnaires were returned, generating a response rate of 53.1%.
Findings
A total of 10 out of 12 hypothesized relationships in the research model dealing with the relationship between SP drivers and SP turn out to be non-significant. The hypothesized relationship in the research model between relative and absolute SP is also supported.
Research limitations/implications
The results reported in this study, based on a large sample of service firms, empirically confirm that the direct effect is generally overestimated. Empirical evidence is provided that sheds additional light on the role of salespeople’s skills in relative and absolute SP in B2B settings of services firms.
Practical implications
This study offers meaningful and relevant insights into the monitoring of SP drivers to practitioners in B2B sales settings of services firms. Salespeople need to learn about gathering knowledge in training programs about each customer and their specific situation. Firms should strive to recruit salespeople who possess the appropriate skills, taking into consideration their customers and specific situations related to them, such as experiences from competitors. Salespeople may be organized around similar customers and similar customer situations, rather than geographical assignments.
Originality/value
Overall, this research contributes insights into the role played by salespeople’s skills in relative and absolute SP in B2B settings of services firms. In particular, the research contributes additional insights into the non-existent role of interpersonal presentation and communication skills, adaptiveness of sales approach and sales behavior skills and product/technology-related knowledge skills in salespeople’s relative and absolute SP in B2B settings of services firms.