B2B Business Research Articles

To Study & Analysis of B2B Business Analyst with Customer Satisfaction in Inspacco Company - Baner Area

The role of a Business Analyst in a B2B (Business-to-Business) context is pivotal in ensuring smooth operations and enhancing customer satisfaction. This study aims to analyze the responsibilities and impact of a Business Analyst in Inspacco, a leading service provider in the Baner area, with a particular focus on understanding how customer satisfaction influences B2B business outcomes. The research investigates key factors contributing to customer satisfaction, including service quality, communication, and the implementation of client-centric strategies. By evaluating the practices at Inspacco, this study highlights the significance of a Business Analyst's role in bridging the gap between business objectives and customer expectations. The findings aim to provide actionable insights for improving customer satisfaction and operational efficiency in B2B organizations.

Strategy to Increase B2B Readiness in PT Telkom Indonesia Regional 3 During Organizational Transformation

PT Telkom Indonesia implemented a strategic restructuring plan to boost its competitive advantage and reinforce its position in the Indonesian telecommunication industry. The first strategy is fixed mobile convergence (FMC), which changed all Telkom Regional target markets and business models from B2C to B2B. Telkom Regional 3, which served customers in the West Java region, was designated by management as a pilot for Telkom Regional in its transformation to B2B. During the organizational transformation process, B2B readiness survey was conducted to see whether employees in each region are ready for transformation. The result showed that Telkom Regional 3 has the lowest score in B2B readiness compared to the average score and the other six regions. The area that needs to be improved by Telkom Regional 3 is related to capability subject matter expert (SME), territory leadership, and partnership policy model. The framework used in this research is the KPMG six layer target operating model. The data was collected by interview to validate the business issue and gain more comprehensive insight based on KPMG six layer target operating model variables. The result showed that the first issue occurs because of the gap between subject matter expert (SME) expectations and reality regarding B2B business. Also, no figure leader B2B can give an example of an ideal B2B business. The second issue occurred because there is a need for a shift in mindset from B2C to B2B for teams in the territory, and the last issue arose because of rigid partnership policy. This research is expected to provide an overview of the causes of the low B2B readiness score in Telkom Regional 3, along with suggestions for further improvement.

Innovation in perspective: The role of creativity and open innovation in B2B, B2C, and B2G business models

Innovation in perspective: The role of creativity and open innovation in B2B, B2C, and B2G business models

Impact of Marketing Tools on Brand Selection in B2B Business

Impact of Marketing Tools on Brand Selection in B2B Business

Cross-country analysis of digital content marketing in tourism

The main purpose of the paper is to evaluate the implications of DCM on the tourism market, specifically in different touristic regions. DCM is a digital inbound marketing strategy that aims to attract potential customers by producing innovative content and increasing their knowledge about services. The studies analyze the applications and outcomes of DCM strategies in the tourism market, highlighting the importance of digital marketing innovations for improving revenue in the sector. The study is based on a literature review of DCM in the tourism industry, using scientific articles from 2008 to 2023. The paper summarizes articles from selected journals to provide an overview of DCM in general. The research emphasizes the need for a cultural change in marketing approaches, shifting from "selling" to "helping" and utilizing social and electronic word of mouth in DCM. The papers provide theoretical and practical information for academics and businesses in the tourism industry, offering insights into the benefits and challenges of implementing DCM strategies. The studies also suggest the need for further research into digital content marketing, particularly in the context of B2B businesses.

Building brand identity in b2b markets: Co-creation of content with suppliers via storytelling

ABSTRACT The purpose of the paper is to understand the process of content co-creation between b2b (Business-to-Business) businesses and suppliers through storytelling techniques to strengthen the organization’s brand identity. To achieve the purpose of the research, the paper integrated stages of storytelling with sensemaking theory by using the corporate brand identity matrix. Employing a Market-Oriented Ethnography (MOE) approach, guided by the Gioia methodology, the study analyzes real-time interactions and narratives at business sites, offering a nuanced grasp of the co-creation process. The study uncovers that co-creation among b2b businesses and suppliers yields a unified brand narrative, enhancing brand identity through authentic, emotionally resonant stories. The study proposes a framework for the role of suppliers and b2b businesses at various stages of brand storytelling to strengthen brand identity. The study found that the suppliers inject authenticity and relevance to the outside-in approach of corporate brand identity. Whereas, by enabling suppliers to participate in the co-creation process, the business creates a lasting impression of the brand, taking an inside-out approach to creating a distinct brand identity.

Augmenting machine learning with human insights: the model development for B2B personalization

PurposeMachine learning (ML) techniques are increasingly important in enabling business-to-business (B2B) companies to offer personalized services to business customers. On the other hand, humans play a critical role in dealing with uncertain situations and the relationship-building aspects of a B2B business. Most existing studies advocating human-ML augmentation simply posit the concept without providing a detailed view of augmentation. Therefore, the purpose of this paper is to investigate how human involvement can practically augment ML capabilities to develop a personalized information system (PIS) for business customers.Design/methodology/approachThe authors developed a research framework to create an integrated human-ML PIS for business customers. The PIS was then implemented in the energy sector. Next, the accuracy of the PIS was evaluated using customer feedback. To this end, precision, recall and F1 evaluation metrics were used.FindingsThe computed figures of precision, recall and F1 (respectively, 0.73, 0.72 and 0.72) were all above 0.5; thus, the accuracy of the model was confirmed. Finally, the study presents the research model that illustrates how human involvement can augment ML capabilities in different stages of creating the PIS including the business/market understanding, data understanding, data collection and preparation, model creation and deployment and model evaluation phases.Originality/valueThis paper offers novel insight into the less-known phenomenon of human-ML augmentation for marketing purposes. Furthermore, the study contributes to the B2B personalization literature by elaborating on how human experts can augment ML computing power to create a PIS for business customers.

The role of value co-creation in sustaining partner loyalty in B2B business: a service-dominant logic approach

The primary aim of this research is to investigate the impact of value co-creation utilizing the Service-Dominant Logic (SDL) approach on partner satisfaction, which subsequently fosters loyalty, commitment, and trust among B2B organizations. The present study examined petrogenic partners manufactured by PT Petrokimia Gresik, an Indonesian government-owned enterprise tasked with assisting in the production of organic fertilizers. The present study employed a survey methodology to gather data from 139 petrogenic supplier partners. As a form of SDL, value co-creation with supply partners through training, development programs, knowledge sharing, and standard-setting influences their satisfaction with the cooperative relationship, which ultimately increases their commitment and loyalty to PT Petrokimia Gresik and fosters trust. The findings of this research indicate that business-to-business (B2B) organizations must prioritize their relationships with business partners, particularly suppliers. By engaging suppliers in the value co-creation process, organizations can foster supplier loyalty and satisfaction, ultimately leading to the achievement of high-quality production outcomes.

Climate change adaptation capability, business-to-business marketing capability and firm performance: Integrating institutional theory and dynamic capability view

Climate change adaptation capability, business-to-business marketing capability and firm performance: Integrating institutional theory and dynamic capability view

STARTUPS IN THE CONTEXT OF SEARCHING FOR A BUSINESS MODEL – THEORETICAL AND EMPIRICAL APPROACH

The objective of the study is to present the essence and selected classifications of business/e-business models and an attempt to identify the most important business models currently adopted by startups in Poland. On the way to achieving the goal, the author presents the concept and stages of startup development, selected aspects concerning the business/e-business model, as well as examples of innovative business models. The author’s considerations are based on literature studies and a review of the results of selected secondary research conducted in Poland in recent years. The main research method used in the study is the desk research method. The results of existing research indicate that startups mostly adopt a general B2B (i.e. business-to-business) business model and that they employ innovative revenue models. In the conclusion of the study the author presents her own approach to the problem, leading to recommendations for startup managers interested in increasing the innovativeness of their companies. The author also includes recommendations for further research in the area of startup business models.

Evaluating B2C and B2B Entrepreneurial Opportunities Within the Chinese Ex-Pat Relocation Market

The Chinese ex-pat relocation market is a huge and growing market with remaining problems that need to be solved. To help entrepreneurs get a better start in this golden market, this paper will disclose the best business model, B2B or B2C, that companies can choose to enter the market. Interviews, surveys, and competitive comparisons are used as methods to explore what service customers are eager for and what competitors in the market have done. After analyzing customer needs, the business model of competitors and differences between the B2B and B2C business models in the Chinese ex-pat relocation market, and with the discussion about the desirability, feasibility, and viability risks of the two business models, it is concluded that B2C is the best model to choose, because of its long-term development and revenue. Also, the B2C business model faces less risk when the whole market environment become to change.

PERAN STRATEGI KOMUNIKASI PEMASARAN BUSINESS TO BUSINESS (B2B) DALAM MENINGKATKAN PENJUALAN ONLINE (STUDI KASUS PADA BISNIS FIRSTHAND SELLER)

<p align='justify'>The use of the internet and social media has brought significant changes to buying and selling activities, especially in online shopping. In the Business to Business (B2B) context, marketing communication strategies play a crucial role in enhancing online sales. This research aims to analyze the role of marketing communication strategies in increasing online sales for small B2B businesses, such as Mimosh. The research employs a qualitative descriptive approach, using observation and interviews with Mimosh's owner and CEO. The research findings indicate that Mimosh utilizes social media platforms, such as Facebook and WhatsApp groups, for online marketing. The applied marketing communication strategies include personal selling and relationship marketing. Personal selling is carried out through video, photo, and written content on Facebook to reach potential audiences and resellers. Mimosh also builds a professional profile with comprehensive information about products, advantages, benefits, and clear contact details. Relationship marketing is achieved by providing client satisfaction and building long-term relationships. This research highlights the importance of appropriate communication strategies in the B2B business context and provides recommendations to Mimosh management based on the research findings.
 
 <strong>Keywords</strong>: Business B2B, Online Sales, Marketing Communication Strategy </p>

Impact of various structural attributes on B2B sustainability positioning

Purpose In highly competitive environments, sustainability positioning is crucial for firms, as they are evaluated based on their sustainable practices. This study aims to draw on the legitimacy and information asymmetry theories to explore attributes that impact business-to-business (B2B) sustainability positioning in emerging economies, such as India, within the service industry. Design/methodology/approach This study used a mixed-methods exploratory research design to examine the attributes affecting sustainability positioning. In the first phase of the study, a qualitative research method was used to explore the attributes influencing B2B sustainability positioning. In the second phase, this study used these factors to develop a structural model. Findings A variety of attributes was critical in assessing the sustainability positioning of B2B firms. This study identified a number of factors that explain the attributes affecting sustainability positioning in B2B markets. Some of them included environmental consciousness and external assurance. Originality/value This study significantly contributes to the theoretical discourse on sustainable practices in B2B businesses in multiple ways. First, it provides empirical data on the relationship between firms’ environmental consciousness and sustainability positioning in the B2B context, thereby adding to and expanding the current literature on this topic. Second, this study investigates the impact of external assurance on B2B firms’ sustainability positioning and shows how it can enhance credibility, transparency and accountability. Finally, it analyzes sustainable positioning in the service sector, specifically in India, thereby contributing to the body of knowledge on this topic.

Strategic Initiatives To Improve Online Transaction in Bank Lily Indonesia’s Wholesale Banking: Holistic Solution Centric Approach

Covid-19 pandemics create not only opportunities across the worldwide banking industries, but also many challenges. Furthermore, banks have to develop and digitize the products, services, and business models. Digitalization is mostly needed in transaction and payment to provide the customer needs, not only for retail customers, but also for wholesale customer as b2b business between banking and the customers. Transaction banking has increased the bank's revenue every year throughout the years, not just globally but also in Indonesia. Despite of increasing trend of transaction banking in Indonesia, Bank Lily Indonesia hardly maintain the market share between two big competitors in wholesale segments, particularly in cash management transaction volume. So, the main objectives of this research are to understand the condition and main problem of Bank Lily online transaction in wholesale banking. Furthermore, to identify the strategic initiative and construct the implementation of the strategic initiative to improve transactions in Bank Lily’s wholesale banking. The researcher conducts the conceptual framework of competitive advantage influenced by the internal and external environment. The existence of competitive advantage can be examined by measuring performance, including market share and profitability. Both primary data and secondary data used in this research. Primary data is obtained from in depth interview with the user of online transaction in wholesale banking, while secondary data is from annual report, market data and some company’s internal data. By using VRIO’s framework in internal analysis and Porter’s 5 Forces in external analysis, the researcher found the root cause of Bank Lily’s market share is lack of prioritization of priority segment to understanding the ecosystem and Relationship Manager (RM)’s workload & lack of support for marketing program. Based on go-to-market strategy, researcher recommend Bank Lily to set the prioritization of the customer and new positioning of the product of transaction banking. Bank Lily also needs to strengthen the sales and marketing team as the important channel to sell the transaction product. And on the product sides, Bank Lily need to optimize the ecosystem advantage as value proposition of Bank Lily’s transaction product.

ANALYSIS OF SUPPLY CHAIN MANAGEMENT OF AND PARTNERSHIP PATTERNS IN VEGETABLE ONLINE COMPANY: CASE STUDY AT BEJANA.ID

This study aims to analyze supply chain management of vegetable products, identify supply chain performance based on the estimation of average time and partnership patterns at Bejana.id, Bandar Lampung. The case study method was used to determine the location purposively. Data were collected using questionnaires in December 2022. The sample used purposive sampling, including one person from Bejana.id, six merchant partners, and nine farmer partners. The data analysis method applied for supply chain management and partnership pattern is qualitative, and supply chain management performance is Supply Chain Operation References (SCOR). The results indicated that (1) the Bejana.id supply chain includes farmer and merchant partners, Bejana.id, and B2B (Business to Business) & B2C (Business to Consumers). The flow of products, information, and money are efficient and have not found severe issues, (2) supply chain performance at the supplier partner level is an advantage in standardized products (SP) and parity in perfect order fulfilment (POF), and for the Bejana.id level get the advantage in standardized products (SP), (3) the partnership pattern between Bejana.id and farmer partners is the common trade pattern, and between Bejana.id and merchant partners is the agency pattern. Keywords: e-commerce, partnership, SCOR, supply chain, vegetables

Predictors of business-to-business loyalty and repurchase intentions in South Africa’s concrete product market

Purpose: Relational exchanges between buyers and sellers in business-to-business (B2B) contexts are becoming important in today’s competitive markets. With increases in the number of concrete product manufacturer-supplier (CPMs) organisations in the construction industry, customers still express dissatisfaction with supplier relationship quality. This study examined associations between relationship quality and commitment leading to customer loyalty and repurchase intention in South Africa’s concrete product market.Design/methodology/approach: Civil and building engineering contractors, are the study participants owing to their scope and size of work in Gauteng province of South Africa. Quantitative cross-sectional data collection approach was applied using self-administered structured questionnaires. Only 560 responses were received, and data were analysed using Statistical Package for Social Science (SPSS) and Analysis of Moment Structures (AMOS).Findings/results: The results revealed that CPMs relationship quality and commitment contributions do lead to customer satisfaction as precursor of loyalty and repurchase intention. Elevated satisfaction levels do accelerate the relationship between the study constructs.Practical implications: CPMs and their customers should embrace applying relational exchanges that promote long-term B2B relationships and business survival. Also, they should invest in strategies that improve customer satisfaction and eternal loyalty towards long-term B2B repurchase intention and survival.Originality/value: No study primarily in an emerging South African concrete product market examined the relationship between the study constructs and hence this study adds new insights into the existing body of knowledge relating to how CPMs’ relationship quality and commitment influence customer satisfaction, loyalty and repurchase intention.

Disruptive AI: the response depends on the buyer’s political ideology

PurposeThe recent pandemic disrupted the way in which businesses transact with each other. In response to maintaining cleanliness in business-to-business (B2B) settings, artificial intelligence (AI)-enabled robots have been adopted as substitutes for cleaning personnel, yet their implications remain largely underexamined. This study aims to examine B2B buyer responses to cleaning information notices (human vs AI-enabled agent) placed at either the entry to the premises or the sales counter, thereby adding to the nascent literature in this line of inquiry.Design/methodology/approachThree field experiments were conducted across diverse B2B businesses (wholesalers in Studies 1–2 and a commercial business in Study 3). To achieve greater empirical rigor and generalizability, this research used diverse stimuli across different B2B settings. In addition, the results ruled out alternate explanations and shed light upon political ideology as a boundary condition. Finally, a single-paper meta-analysis confirmed H1, consolidating the established effect.FindingsFeaturing over 1,000 B2B buyers, the results show that politically liberal B2B buyers express greater preference for human over AI-performed cleaning while labor-orientated buyers are indifferent. Importantly, this effect is driven by greater relaxation associated with humans, which in turn, increases their future patronage and referral intent.Originality/valueThe results enrich the collective knowledge of the adoption of AI-enabled robots, reinforcing for marketing practitioners and businesses that the reliance on human-based outcomes remains a preferred touchpoint in B2B settings, particularly for liberals.

The Influence of B2B (Business to Business) and B2C (Business to Customer) Marketing Strategies on How to Purchase Lion Group Aircraft Tickets in The Public Environment

Airfare is a form of agreement between the buyer of flight services and the airline. Ticket sales are the biggest income for an airline company engaged in civil aviation. Airline companies will certainly carry out various strategies to support the marketing of their products. Including the use of B2B and B2C marketing strategies. Airline ticket sales are spread in various ways, either by buying from airlines directly by ordering through the company's website or the company's ticketing office through airline ticket sales agents or through airline ticket sales applications. This study aims to determine whether there is an influence of B2B and B2C marketing strategies on how to purchase airplane tickets in student circles. This research was conducted at the Ticketing Office of PT. Lion Group. This study uses primary data obtained directly from respondents by distributing 100 questionnaires. Questionnaires that have been collected are then analyzed. The results showed that the null hypothesis was accepted, namely, B2B and B2C marketing strategies simultaneously had no significant effect on the method of purchasing airplane tickets in student, office, and community environments with an F significance value of 0.340 which is above the significance level (?) of 0.05. Testing the coefficient of determination shows that R2 is worth 0.009, which means that the influence of B2B and B2C marketing strategies on how to buy airplane tickets in student environments is only 0.9%. While 99.1% is influenced by other variables not discussed in this study.

Blockchains and Triple-Entry Accounting for B2B Business Models

A blockchain is a distributed ledger (DL) that records and tracks of transactions on a P2P network. It was originally designed for cryptocurrencies, but it is now used in healthcare, supply chain management, finance, and many more fields due to its security and trustworthiness. Trust and security are critical factors in any business, and the B2B model is no exception. In businesses, trust becomes more critical when the stakes are higher and the relationships are more complex. Centuries-old Double-Entry Accounting (DEA) is still used as an underlying accounting practice, and its reliability and efficiency are beyond question. But a critical review of DEA reveals that it lacks support for B2B transactions, as the two parties maintain their accounting books without cross-checks and verifications that may lead to an implausible situation. Triple-Entry Accounting (TEA) is an emerging accounting practice introduced in the recent past to overcome the limitations of DEA. It only applies if an outside person or business is involved in a transaction and is not meant to record any internal business transactions. Recording transactions on a blockchain and entering the third transaction via TEA are conceptually the same. The potential of blockchain-based TEA can address the challenges of the B2B business model and overcome some specific limitations of DEA. This study aims to survey the current state of the adaptation of blockchains and TEA in B2B transactions. The methodology used in this study can be classified as exploratory qualitative research and is based on the latest literature on the topics. The findings of this study would deepen our understanding of blockchains and TEA for B2B transactions as they highlight new opportunities and challenges.

Integrating Traditional and Digital Marketing Strategy to Improve Customer Acquisition in Medical Device Distribution Company: Case Study of PT. UMI

Digital innovation is the most important and beneficial strategy to address the need for expansion in health systems. But the goal goes much beyond merely updating the infrastructure. From a consumer standpoint, digital innovation must aim to radically alter the health care business model including medical device business. Over the past few years, medical device businesses have received aggressive, record-breaking investment. The Medical Device company also greatly influenced by digitalization phenomenon which requires them to shift to adjust to new consumer behavior in Digital. PT. UMI is one of medical device company in Indonesia that has had an impact of this which has caused a significant decrease in sales in digital transformation era. PT. UMI as B2B business not only consider for digital but also the sales person in traditional marketing as key point to touch and interact with customers. A proposed marketing strategy with integration traditional and digital marketing is needed for this company to remain competitive in the midst of a digital transformation. The purpose of this research is to study PT. UMI’s customer journey in business conditions and then determine the right digital strategy to increase PT. UMI sales and customer acquisition. Primary data collection is done by interviewing from the company side and from the consumer side to find out customer behavior. Based on interviews with PT. UMI’s customers, several customer’s frustration points were identified in PT. UMI’s digital consumer journey: customers want to have flexibility to get information of products before purchasing, because customers need to spend a lot of time to waiting the customer service or sales person to answer the need. Exploration the products before buying it, customers want products with good quality, and customers want the convenience of knowing with the people who have experienced with the products. Through this study, the author reformulates the PT. UMI digital strategy with the 5A consumer journey framework to maximize every consumer touchpoint. The author brings the study to answer two main problems, first to build a customer journey strategy that fits the PT. UMI target market, and second to create recommendations of the best integration for traditional and digital strategy for PT. UMI to make customer journeys in medical device company more engaged and seamless. The recommendation is to create the integration traditional and digital marketing strategy, utilizing customer experience in digital platform. Then, implement Live Chat Features on websites and whatsapp as a proposed digital marketing strategy for PT. UMI.