Effect of Personal Values Similarity on B2B Relationship Value

Detalhes bibliográficos
Autor(a) principal: Manosso, Thayane
Data de Publicação: 2021
Outros Autores: Silva, Juliano, Antoni, Verner, Damacena, Claudio
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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spelling 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
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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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