The Formation of the Perception of Value for Small and Medium B2B Consumers
Autor(a) principal: | |
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Data de Publicação: | 2018 |
Outros Autores: | , |
Tipo de documento: | Artigo |
Idioma: | por |
Título da fonte: | REMark - Revista Brasileira de Marketing |
Texto Completo: | https://periodicos.uninove.br/remark/article/view/12205 |
Resumo: | Objective: To identify and measure the relationships between quality-sacrifice-experience constructs and perceived value and satisfaction, and their relationship with the intention of repurchasing transportation logistics services by SMEs. Method: Starting from the proposition of scales to measure the constructs quality, sacrifices, experience, perceived value, satisfaction and intention to repurchase, a data survey was carried out, whose sample was composed of 195 SMEs. Using EFA techniques, CFA and MEEPLS, a model was proposed to measure the formation of perceived value in logistics services acquired by SMEs. Originality / Relevance: Most perceived value surveys in the B2B environment have considered the performance of goods and services in a functional perspective and overlooked non-rational dimensions. These dimensions (non-economic, subjective, and multidimensional aspects), if measured in conjunction with dimensions commonly encountered in B2B consumer behavior studies, may offer new perspectives of theoretical-empirical knowledge. Results: The sacrifices and exchange costs were non-significant in the B2B relationship. SMEs have valued aspects related to quality and experience. The study indicates that SMEs, by choosing as perceived value trainers experience and quality, and because they are influenced by satisfaction to form their repurchase intentions, manage their supply chain by establishing relationships wrapped in more subjectivities than one would expect from an entrepreneur. Theoretical / methodological contributions: Proposition of a theoretical model capable of predicting the repurchase intention of SMEs consuming logistic services, having as its predecessor the satisfaction, and as its own, the perceived value. |
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The Formation of the Perception of Value for Small and Medium B2B ConsumersA Formação da Percepção de Valor para Pequenos e Médios Consumidores B2BPerceived Value; Experience; Satisfaction; Repurchase Intention; B2B Marketing.Valor Percebido; Experiência; Satisfação; Intenção de Recompra; Marketing B2B.Objective: To identify and measure the relationships between quality-sacrifice-experience constructs and perceived value and satisfaction, and their relationship with the intention of repurchasing transportation logistics services by SMEs. Method: Starting from the proposition of scales to measure the constructs quality, sacrifices, experience, perceived value, satisfaction and intention to repurchase, a data survey was carried out, whose sample was composed of 195 SMEs. Using EFA techniques, CFA and MEEPLS, a model was proposed to measure the formation of perceived value in logistics services acquired by SMEs. Originality / Relevance: Most perceived value surveys in the B2B environment have considered the performance of goods and services in a functional perspective and overlooked non-rational dimensions. These dimensions (non-economic, subjective, and multidimensional aspects), if measured in conjunction with dimensions commonly encountered in B2B consumer behavior studies, may offer new perspectives of theoretical-empirical knowledge. Results: The sacrifices and exchange costs were non-significant in the B2B relationship. SMEs have valued aspects related to quality and experience. The study indicates that SMEs, by choosing as perceived value trainers experience and quality, and because they are influenced by satisfaction to form their repurchase intentions, manage their supply chain by establishing relationships wrapped in more subjectivities than one would expect from an entrepreneur. Theoretical / methodological contributions: Proposition of a theoretical model capable of predicting the repurchase intention of SMEs consuming logistic services, having as its predecessor the satisfaction, and as its own, the perceived value.Objetivo: Identificar e mensurar as relaes entre constructos de qualidade-sacrifcios-experincia e valor percebido e satisfao, e a relao destes com a inteno de recompra de servios logsticos de transporte por PMEs.Mtodo: Partindo-se da proposio de escalas para mensurar os constructos qualidade, sacrifcios, experincia, valor percebido, satisfao e inteno de recompra, realizou-se um levantamento de dados cuja amostra foi composta por 195 PMEs. Utilizando tcnicas de AFE, AFC e MEEPLS, props-se um modelo para mensurar a formao do valor percebido nos servios logsticos adquiridos por PMEs.Originalidade/Relevncia: A maioria das pesquisas de valor percebido no ambiente B2B tem considerado o desempenho dos bens e servios em uma perspectiva funcional e negligenciado dimenses no-racionais. Estas dimenses (aspectos no-econmicos, subjetivos e multidimensionais), se mensuradas em conjunto com dimenses comumente encontradas nos estudos de comportamento de consumo B2B, podem oferecer novas perspectivas de conhecimento terico-emprico.Resultados: Os sacrifcios e os custos de troca atuaram de forma no-significante no relacionamento B2B. As PMEs valorizaram aspectos ligados qualidade e experincia. O estudo indica que PMEs, ao elegerem como formadores do valor percebido a experincia e a qualidade, e por serem influenciadas pela satisfao para formar suas intenes de recompras, gerenciam sua cadeia de suprimentos estabelecendo relacionamentos envoltos em mais subjetividades do que se esperaria de um empresrio.Contribuies tericas/metodolgicas: Proposio de um modelo terico capaz de predizer a inteno de recompra de PMEs consumidoras de servios logsticos, tendo como antecessor a satisfao, e desta, o valor percebido.Universidade Nove de Julho - Uninove2018-03-22info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por ParesPeer-reviewed Articleapplication/pdfhttps://periodicos.uninove.br/remark/article/view/1220510.5585/remark.v17i2.3549ReMark - Revista Brasileira de Marketing; v. 17, n. 2 (2018): Abril - Junho; 204-2192177-5184reponame:REMark - Revista Brasileira de Marketinginstname:Universidade Nove de Julho (UNINOVE)instacron:RBMporhttps://periodicos.uninove.br/remark/article/view/12205/5849Direitos autorais 2019 Revista Brasileira de Marketing – Remarkinfo:eu-repo/semantics/openAccessSousa-e-Silva, Clarice MaraMoriguchi, Stella NaomiLopes, José Eduardo Ferreira2019-02-19T17:37:56Zoai:https://periodicos.uninove.br:article/12205Revistahttps://periodicos.uninove.br/remarkPRIhttps://periodicos.uninove.br/remark/oaiclaudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org2177-51842177-5184opendoar:2019-02-19T17:37:56REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE)false |
dc.title.none.fl_str_mv |
The Formation of the Perception of Value for Small and Medium B2B Consumers A Formação da Percepção de Valor para Pequenos e Médios Consumidores B2B |
title |
The Formation of the Perception of Value for Small and Medium B2B Consumers |
spellingShingle |
The Formation of the Perception of Value for Small and Medium B2B Consumers Sousa-e-Silva, Clarice Mara Perceived Value; Experience; Satisfaction; Repurchase Intention; B2B Marketing. Valor Percebido; Experiência; Satisfação; Intenção de Recompra; Marketing B2B. |
title_short |
The Formation of the Perception of Value for Small and Medium B2B Consumers |
title_full |
The Formation of the Perception of Value for Small and Medium B2B Consumers |
title_fullStr |
The Formation of the Perception of Value for Small and Medium B2B Consumers |
title_full_unstemmed |
The Formation of the Perception of Value for Small and Medium B2B Consumers |
title_sort |
The Formation of the Perception of Value for Small and Medium B2B Consumers |
author |
Sousa-e-Silva, Clarice Mara |
author_facet |
Sousa-e-Silva, Clarice Mara Moriguchi, Stella Naomi Lopes, José Eduardo Ferreira |
author_role |
author |
author2 |
Moriguchi, Stella Naomi Lopes, José Eduardo Ferreira |
author2_role |
author author |
dc.contributor.author.fl_str_mv |
Sousa-e-Silva, Clarice Mara Moriguchi, Stella Naomi Lopes, José Eduardo Ferreira |
dc.subject.por.fl_str_mv |
Perceived Value; Experience; Satisfaction; Repurchase Intention; B2B Marketing. Valor Percebido; Experiência; Satisfação; Intenção de Recompra; Marketing B2B. |
topic |
Perceived Value; Experience; Satisfaction; Repurchase Intention; B2B Marketing. Valor Percebido; Experiência; Satisfação; Intenção de Recompra; Marketing B2B. |
description |
Objective: To identify and measure the relationships between quality-sacrifice-experience constructs and perceived value and satisfaction, and their relationship with the intention of repurchasing transportation logistics services by SMEs. Method: Starting from the proposition of scales to measure the constructs quality, sacrifices, experience, perceived value, satisfaction and intention to repurchase, a data survey was carried out, whose sample was composed of 195 SMEs. Using EFA techniques, CFA and MEEPLS, a model was proposed to measure the formation of perceived value in logistics services acquired by SMEs. Originality / Relevance: Most perceived value surveys in the B2B environment have considered the performance of goods and services in a functional perspective and overlooked non-rational dimensions. These dimensions (non-economic, subjective, and multidimensional aspects), if measured in conjunction with dimensions commonly encountered in B2B consumer behavior studies, may offer new perspectives of theoretical-empirical knowledge. Results: The sacrifices and exchange costs were non-significant in the B2B relationship. SMEs have valued aspects related to quality and experience. The study indicates that SMEs, by choosing as perceived value trainers experience and quality, and because they are influenced by satisfaction to form their repurchase intentions, manage their supply chain by establishing relationships wrapped in more subjectivities than one would expect from an entrepreneur. Theoretical / methodological contributions: Proposition of a theoretical model capable of predicting the repurchase intention of SMEs consuming logistic services, having as its predecessor the satisfaction, and as its own, the perceived value. |
publishDate |
2018 |
dc.date.none.fl_str_mv |
2018-03-22 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Avaliado por Pares Peer-reviewed Article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://periodicos.uninove.br/remark/article/view/12205 10.5585/remark.v17i2.3549 |
url |
https://periodicos.uninove.br/remark/article/view/12205 |
identifier_str_mv |
10.5585/remark.v17i2.3549 |
dc.language.iso.fl_str_mv |
por |
language |
por |
dc.relation.none.fl_str_mv |
https://periodicos.uninove.br/remark/article/view/12205/5849 |
dc.rights.driver.fl_str_mv |
Direitos autorais 2019 Revista Brasileira de Marketing – Remark info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Direitos autorais 2019 Revista Brasileira de Marketing – Remark |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Universidade Nove de Julho - Uninove |
publisher.none.fl_str_mv |
Universidade Nove de Julho - Uninove |
dc.source.none.fl_str_mv |
ReMark - Revista Brasileira de Marketing; v. 17, n. 2 (2018): Abril - Junho; 204-219 2177-5184 reponame:REMark - Revista Brasileira de Marketing instname:Universidade Nove de Julho (UNINOVE) instacron:RBM |
instname_str |
Universidade Nove de Julho (UNINOVE) |
instacron_str |
RBM |
institution |
RBM |
reponame_str |
REMark - Revista Brasileira de Marketing |
collection |
REMark - Revista Brasileira de Marketing |
repository.name.fl_str_mv |
REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE) |
repository.mail.fl_str_mv |
claudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org |
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1799138642973687808 |