Business-to-business marketing responses to COVID-19 crisis: a business process perspective. Issue 3 (12th October 2020)

• Record Type: Journal Article
• Authors: Kang, Jun; Diao, Zihe; Zanini, Marco Tulio
• Is Part Of: Marketing intelligence & planning. Volume 39:Issue 3(2021)
• Page Start: 454
• Page End: 468
• Publication Date: 2020-10-12
• Subjects: COVID-19 -- Marketing strategy -- Business process -- Cash flow -- Crisis -- Business-to-business marketing; 658.83
• DOI: 10.1108/MIP-05-2020-0217
• Languages: English
• ISSNs: 0263-4503

Abstract

Abstract : Purpose: This study aims to identify appropriate strategies and actions adopted by business-to-business firms to cope with the ongoing COVID-19 crisis. Design/methodology/approach: A review of business-to-business marketing responses to the COVID-19 crisis in China was conducted. Findings: Nine marketing responses built on core business processes were classified into three categories: (1) embedded in product development management process (stretching product lines to meet urgent needs, expanding product lines to meet urgent needs and adjusting products proactively for emerging needs), (2) built on supply chain management process (coordinating suppliers to meet surging demand, migrating to digital distribution channels and solidarity with supply chain members) and (3) related to customer relationship management process (investing in advertising and promotion, cross-selling to existing customers and supporting customers). Originality/value: This study contributes to the literature of marketing responses to COVID-19 by examining the cash flows effects of various marketing responses. It also contributes to the business processes based on marketing strategy framework by extending it to the crisis management context. In addition, it provides five practical suggestions for business-to-business firms to cope with the COVID-19 crisis.