Assessing the role of emotions in B2B decision making: an exploratory study. Issue 2 (31st January 2018)

• Record Type: Journal Article
• Authors: Pandey, Santosh Kumar; Mookerjee, Amit
• Is Part Of: Journal of Indian business research. Volume 10:Issue 2(2018)
• Page Start: 170
• Page End: 192
• Publication Date: 2018-01-31
• Subjects: B2B -- Experiential value -- Purchase intention -- Customer experience; Business enterprises -- India -- Periodicals; East Indian business enterprises -- Periodicals; 338.7095405
• DOI: 10.1108/JIBR-10-2017-0171
• Languages: English
• ISSNs: 1755-4195

Abstract

Abstract : Purpose: Emotions in business-to-business (B2B) interactions are relatively unexplored when compared with business-to customer (B2C) industry wherein sufficient evidence implicating the role of emotions in decision-making is available. This study aims to explore the role of emotions in B2B decision-making, and a customer experience model is suggested for the B2B industry. Design/methodology/approach: The qualitative research methodology using structured and semi-structured interviews along with a repertory grid technique was followed during the study. Purposive sampling was done to identify respondents who were involved in the vendor choice process either as a buyer or a seller in their respective organizations. Findings: Exploratory research conducted during this study supports the presence of five dimensions of customer experience – sensory, emotional, relational, behavioural and intellectual – in a B2B context. The study further indicates that the experiential value for B2B decision-making is derived from functional, symbolic, emotional and cost values which are assessed by the buyer during their interaction with the product or the service ecosystem and has an impact on the purchase intentions of an industrial buyer. Originality/value: This paper identifies the role of specific customer experience dimensions in a B2B environment and proposes the role and mechanism of emotional factors affecting the decision-making process in B2B exchange.