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Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs
Annals of Operations Research
Swansea University Authors:
Yogesh Dwivedi , Nripendra Rana
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DOI (Published version): 10.1007/s10479-022-04954-3
Abstract
Monitoring buyer experience provides competitive advantages for suppliers as buyers explore the market before reaching a salesperson. Still, not many B2B suppliers monitor their buyers’ expectations throughout their procurement journey, especially in MSMEs and SMEs. In addition, the inductive resear...
Published in: | Annals of Operations Research |
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ISSN: | 0254-5330 1572-9338 |
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Springer Science and Business Media LLC
2022
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URI: | https://cronfa.swan.ac.uk/Record/cronfa60961 |
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v2 60961 2022-08-29 Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs d154596e71b99ad1285563c8fdd373d7 0000-0002-5547-9990 Yogesh Dwivedi Yogesh Dwivedi true false b00e18aa519cd578d4b242e376e70331 0000-0003-1105-8729 Nripendra Rana Nripendra Rana true false 2022-08-29 BBU Monitoring buyer experience provides competitive advantages for suppliers as buyers explore the market before reaching a salesperson. Still, not many B2B suppliers monitor their buyers’ expectations throughout their procurement journey, especially in MSMEs and SMEs. In addition, the inductive research on evaluating buyer experience in buyer–supplier relationships is minimal, leaving an unexplored research area. This study explores antecedents of buyer experience during the buyer–supplier relationship in MSMEs and SMEs. Further, we investigate the nature of the influence of extracted precursors on the buyer experience. Firstly, we obtain the possible antecedents from the literature on buyer–supplier experience and supplier selection criteria. We also establish hypotheses based on transaction cost theory, resource-based view (RBV), and information processing view. Secondly, we employ an investigation based on the social media analytics-based approach to uncover the antecedents of buyer experience and their nature of influence on MSMEs and SME suppliers. We found that buyer experience is influenced by sustainable orientation, management capabilities (such as crisis management and process innovation), and suppliers’ technology capabilities (digital readiness, big data analytical capability). Journal Article Annals of Operations Research 0 Springer Science and Business Media LLC 0254-5330 1572-9338 Buyer experience, Buyer–supplier relationship, Big data analytics, Small and medium enterprises, Social media, Machine learning, Text mining 16 9 2022 2022-09-16 10.1007/s10479-022-04954-3 COLLEGE NANME Business COLLEGE CODE BBU Swansea University Another institution paid the OA fee This research received no specific grant from any funding agency. Open Access funding provided by the Qatar National Library. 2024-05-07T13:48:59.2804234 2022-08-29T21:51:08.5907460 Faculty of Humanities and Social Sciences School of Management - Business Management Prashant Kumar 1 Amit Kumar Kushwaha 2 Arpan Kumar Kar 3 Yogesh Dwivedi 0000-0002-5547-9990 4 Nripendra Rana 0000-0003-1105-8729 5 60961__25180__583ca84830394ede893635c81457918e.pdf 60961_VoR.pdf 2022-09-21T13:15:16.6050348 Output 2590598 application/pdf Version of Record true © The Author(s) 2022. This article is licensed under a Creative Commons Attribution 4.0 International License. true eng http://creativecommons.org/licenses/by/4.0/ |
title |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs |
spellingShingle |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs Yogesh Dwivedi Nripendra Rana |
title_short |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs |
title_full |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs |
title_fullStr |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs |
title_full_unstemmed |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs |
title_sort |
Managing buyer experience in a buyer–supplier relationship in MSMEs and SMEs |
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d154596e71b99ad1285563c8fdd373d7 b00e18aa519cd578d4b242e376e70331 |
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d154596e71b99ad1285563c8fdd373d7_***_Yogesh Dwivedi b00e18aa519cd578d4b242e376e70331_***_Nripendra Rana |
author |
Yogesh Dwivedi Nripendra Rana |
author2 |
Prashant Kumar Amit Kumar Kushwaha Arpan Kumar Kar Yogesh Dwivedi Nripendra Rana |
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Annals of Operations Research |
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2022 |
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Swansea University |
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0254-5330 1572-9338 |
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10.1007/s10479-022-04954-3 |
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Springer Science and Business Media LLC |
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Faculty of Humanities and Social Sciences |
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description |
Monitoring buyer experience provides competitive advantages for suppliers as buyers explore the market before reaching a salesperson. Still, not many B2B suppliers monitor their buyers’ expectations throughout their procurement journey, especially in MSMEs and SMEs. In addition, the inductive research on evaluating buyer experience in buyer–supplier relationships is minimal, leaving an unexplored research area. This study explores antecedents of buyer experience during the buyer–supplier relationship in MSMEs and SMEs. Further, we investigate the nature of the influence of extracted precursors on the buyer experience. Firstly, we obtain the possible antecedents from the literature on buyer–supplier experience and supplier selection criteria. We also establish hypotheses based on transaction cost theory, resource-based view (RBV), and information processing view. Secondly, we employ an investigation based on the social media analytics-based approach to uncover the antecedents of buyer experience and their nature of influence on MSMEs and SME suppliers. We found that buyer experience is influenced by sustainable orientation, management capabilities (such as crisis management and process innovation), and suppliers’ technology capabilities (digital readiness, big data analytical capability). |
published_date |
2022-09-16T13:48:58Z |
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11.021648 |