Effect of Personal Values Similarity on B2B Relationship Value
Autor(a) principal: | |
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Data de Publicação: | 2021 |
Outros Autores: | , , |
Tipo de documento: | Artigo |
Idioma: | eng por |
Título da fonte: | BBR. Brazilian Business Review (English edition. Online) |
Texto Completo: | http://www.bbronline.com.br/index.php/bbr/article/view/646 |
Resumo: | Similarity of values influences the relationship between companies. However, even if organizational decisions are made by people, the role played by similarity of personal values for those involved in the trade is little explored in the B2B context. Based on the similarity-attraction theory, we developed a model that explores the effect that similar of personal values between buyer and seller has in the B2B relationship value. Using a sample composed of 25 sellers and 317 buyers, we tested the hypotheses by means of polynomial regression with a response surface analysis. The results demonstrate that similarity of personal values, in regards to a social focus, between seller and buyer has a positive effect on the B2B relationship value. However, when individuals are more similar relation to personal values, the lower value the buyer perceives in the relationship with his provider. The paper also addresses implications for the theory, and B2B management theory. |
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BBR. Brazilian Business Review (English edition. Online) |
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Effect of Personal Values Similarity on B2B Relationship ValueEfeito da Similaridade de Valores Pessoais no Valor do Relacionamento B2BValues SimilarityPersonal ValuesB2B RelationshipRelationship ValueSimilaridade de ValoresValores PessoaisRelacionamento B2BValor do RelacionamentoSimilarity of values influences the relationship between companies. However, even if organizational decisions are made by people, the role played by similarity of personal values for those involved in the trade is little explored in the B2B context. Based on the similarity-attraction theory, we developed a model that explores the effect that similar of personal values between buyer and seller has in the B2B relationship value. Using a sample composed of 25 sellers and 317 buyers, we tested the hypotheses by means of polynomial regression with a response surface analysis. The results demonstrate that similarity of personal values, in regards to a social focus, between seller and buyer has a positive effect on the B2B relationship value. However, when individuals are more similar relation to personal values, the lower value the buyer perceives in the relationship with his provider. The paper also addresses implications for the theory, and B2B management theory. A similaridade de valores influencia o relacionamento entre empresas. No entanto, mesmo que as decisões organizacionais sejam tomadas por pessoas, o papel da similaridade entre valores pessoais dos envolvidos nas trocas comerciais é pouco explorado no contexto B2B. Com base na teoria da similaridade-atração, desenvolvemos um modelo que explora o efeito da similaridade entre valores pessoais de vendedores e compradores no valor do relacionamento B2B. Utilizando uma amostra composta por 25 vendedores e 317 compradores, testamos as hipóteses por meio de regressão polinomial com análise de superfície de resposta. Os resultados demonstram que a similaridade de valores pessoais de foco social entre vendedor-comprador tem efeito positivo no valor do relacionamento B2B, mas quanto mais similares os indivíduos em relação à valores de foco pessoal, menor o valor que o comprador percebe no relacionamento com seu fornecedor. Implicações para a teoria e para a gestão de relacionamentos B2B são encaminhadas. FUCAPE Business Shool2021-05-04info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionPeer-reviewed ArticleArtigo revisado pelos paresapplication/pdfapplication/pdfhttp://www.bbronline.com.br/index.php/bbr/article/view/64610.15728/bbr.2021.18.3.3Brazilian Business Review; Vol. 18 No. 3 (2021): May to June 2021; 278-296Brazilian Business Review; v. 18 n. 3 (2021): Maio a Junho de 2021; 278-2961808-23861807-734Xreponame:BBR. Brazilian Business Review (English edition. Online)instname:Fucape Business School (FBS)instacron:FBSengporhttp://www.bbronline.com.br/index.php/bbr/article/view/646/972http://www.bbronline.com.br/index.php/bbr/article/view/646/973Copyright (c) 2019 Brazilian Business Reviewhttp://creativecommons.org/licenses/by/4.0info:eu-repo/semantics/openAccessManosso, ThayaneSilva, JulianoAntoni, VernerDamacena, Claudio2021-05-04T15:52:48Zoai:ojs.pkp.sfu.ca:article/646Revistahttps://www.bbronline.com.br/index.php/bbr/indexONGhttp://www.bbronline.com.br/index.php/bbr/oai|| bbronline@bbronline.com.br1808-23861808-2386opendoar:2021-05-04T15:52:48BBR. Brazilian Business Review (English edition. Online) - Fucape Business School (FBS)false |
dc.title.none.fl_str_mv |
Effect of Personal Values Similarity on B2B Relationship Value Efeito da Similaridade de Valores Pessoais no Valor do Relacionamento B2B |
title |
Effect of Personal Values Similarity on B2B Relationship Value |
spellingShingle |
Effect of Personal Values Similarity on B2B Relationship Value Manosso, Thayane Values Similarity Personal Values B2B Relationship Relationship Value Similaridade de Valores Valores Pessoais Relacionamento B2B Valor do Relacionamento |
title_short |
Effect of Personal Values Similarity on B2B Relationship Value |
title_full |
Effect of Personal Values Similarity on B2B Relationship Value |
title_fullStr |
Effect of Personal Values Similarity on B2B Relationship Value |
title_full_unstemmed |
Effect of Personal Values Similarity on B2B Relationship Value |
title_sort |
Effect of Personal Values Similarity on B2B Relationship Value |
author |
Manosso, Thayane |
author_facet |
Manosso, Thayane Silva, Juliano Antoni, Verner Damacena, Claudio |
author_role |
author |
author2 |
Silva, Juliano Antoni, Verner Damacena, Claudio |
author2_role |
author author author |
dc.contributor.author.fl_str_mv |
Manosso, Thayane Silva, Juliano Antoni, Verner Damacena, Claudio |
dc.subject.por.fl_str_mv |
Values Similarity Personal Values B2B Relationship Relationship Value Similaridade de Valores Valores Pessoais Relacionamento B2B Valor do Relacionamento |
topic |
Values Similarity Personal Values B2B Relationship Relationship Value Similaridade de Valores Valores Pessoais Relacionamento B2B Valor do Relacionamento |
description |
Similarity of values influences the relationship between companies. However, even if organizational decisions are made by people, the role played by similarity of personal values for those involved in the trade is little explored in the B2B context. Based on the similarity-attraction theory, we developed a model that explores the effect that similar of personal values between buyer and seller has in the B2B relationship value. Using a sample composed of 25 sellers and 317 buyers, we tested the hypotheses by means of polynomial regression with a response surface analysis. The results demonstrate that similarity of personal values, in regards to a social focus, between seller and buyer has a positive effect on the B2B relationship value. However, when individuals are more similar relation to personal values, the lower value the buyer perceives in the relationship with his provider. The paper also addresses implications for the theory, and B2B management theory. |
publishDate |
2021 |
dc.date.none.fl_str_mv |
2021-05-04 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Peer-reviewed Article Artigo revisado pelos pares |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://www.bbronline.com.br/index.php/bbr/article/view/646 10.15728/bbr.2021.18.3.3 |
url |
http://www.bbronline.com.br/index.php/bbr/article/view/646 |
identifier_str_mv |
10.15728/bbr.2021.18.3.3 |
dc.language.iso.fl_str_mv |
eng por |
language |
eng por |
dc.relation.none.fl_str_mv |
http://www.bbronline.com.br/index.php/bbr/article/view/646/972 http://www.bbronline.com.br/index.php/bbr/article/view/646/973 |
dc.rights.driver.fl_str_mv |
Copyright (c) 2019 Brazilian Business Review http://creativecommons.org/licenses/by/4.0 info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Copyright (c) 2019 Brazilian Business Review http://creativecommons.org/licenses/by/4.0 |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf application/pdf |
dc.publisher.none.fl_str_mv |
FUCAPE Business Shool |
publisher.none.fl_str_mv |
FUCAPE Business Shool |
dc.source.none.fl_str_mv |
Brazilian Business Review; Vol. 18 No. 3 (2021): May to June 2021; 278-296 Brazilian Business Review; v. 18 n. 3 (2021): Maio a Junho de 2021; 278-296 1808-2386 1807-734X reponame:BBR. Brazilian Business Review (English edition. Online) instname:Fucape Business School (FBS) instacron:FBS |
instname_str |
Fucape Business School (FBS) |
instacron_str |
FBS |
institution |
FBS |
reponame_str |
BBR. Brazilian Business Review (English edition. Online) |
collection |
BBR. Brazilian Business Review (English edition. Online) |
repository.name.fl_str_mv |
BBR. Brazilian Business Review (English edition. Online) - Fucape Business School (FBS) |
repository.mail.fl_str_mv |
|| bbronline@bbronline.com.br |
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1754732239669690368 |