IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v136y2021icp402-413.html
   My bibliography  Save this article

How green product demands influence industrial buyer/seller relationships, knowledge, and marketing dynamic capabilities

Author

Listed:
  • Dahlquist, Steven H.

Abstract

This research investigates the influence of “green” products on industrial buyers’ and sellers’ behaviors and marketing capabilities through the lenses of procurement managers and marketing managers. The work offers a parsimonious measure for “green product demands” and applies social network theory to better understand the interplay of relational embeddedness, knowledge redundancy, and vertical competitive activity with buyers’ green product demands and sellers’ overall marketing dynamic capabilities. The findings suggest that relational embeddedness and knowledge redundancy are full mediators of the effect of buyers’ green product demands on sellers’ marketing dynamic capabilities, and vertical competitive activity may moderate the direct effects of green product demands. Findings also illuminate similarities and differences between procurement managers’ and marketing managers’ views of these relationships in terms of valence and magnitude. This research builds on current literature concerning green marketing and green supply chain management, as well as provides managers with insights regarding industrial buyer/seller interactions in a dynamic green market environment.

Suggested Citation

  • Dahlquist, Steven H., 2021. "How green product demands influence industrial buyer/seller relationships, knowledge, and marketing dynamic capabilities," Journal of Business Research, Elsevier, vol. 136(C), pages 402-413.
    • Handle: RePEc:eee:jbrese:v:136:y:2021:i:c:p:402-413
    DOI: 10.1016/j.jbusres.2021.07.045
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S014829632100535X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2021.07.045?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Clemens, Bruce & Douglas, Thomas J., 2006. "Does coercion drive firms to adopt 'voluntary' green initiatives? Relationships among coercion, superior firm resources, and voluntary green initiatives," Journal of Business Research, Elsevier, vol. 59(4), pages 483-491, April.
    2. Christoph G. Schmidt & Kai Foerstl & Birte Schaltenbrand, 2017. "The Supply Chain Position Paradox: Green Practices and Firm Performance," Journal of Supply Chain Management, Institute for Supply Management, vol. 53(1), pages 3-25, January.
    3. Eric (Er) Fang & Shaoming Zou, 2009. "Antecedents and consequences of marketing dynamic capabilities in international joint ventures," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 40(5), pages 742-761, June.
    4. Elcio M. Tachizawa & Chee Yew Wong, 2015. "The Performance of Green Supply Chain Management Governance Mechanisms: A Supply Network and Complexity Perspective," Journal of Supply Chain Management, Institute for Supply Management, vol. 51(3), pages 18-32, July.
    5. Xie, Xuemei & Huo, Jiage & Zou, Hailiang, 2019. "Green process innovation, green product innovation, and corporate financial performance: A content analysis method," Journal of Business Research, Elsevier, vol. 101(C), pages 697-706.
    6. Lisa Melander, 2018. "Customer and Supplier Collaboration in Green Product Innovation: External and Internal Capabilities," Business Strategy and the Environment, Wiley Blackwell, vol. 27(6), pages 677-693, September.
    7. Padgett, Daniel & Hopkins, Christopher D. & Williams, Zac, 2020. "Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust," Journal of Business Research, Elsevier, vol. 119(C), pages 13-24.
    8. Armstrong, J. Scott & Overton, Terry S., 1977. "Estimating Nonresponse Bias in Mail Surveys," MPRA Paper 81694, University Library of Munich, Germany.
    9. Liu, Yen-Hung Steven & Deligonul, Seyda & Cavusgil, Erin & Chiou, Jyh-Shen, 2018. "Always trust in old friends? Effects of reciprocity in bilateral asset specificity on trust in international B2B partnerships," Journal of Business Research, Elsevier, vol. 90(C), pages 171-185.
    10. Guo, Huiling & Xu, Hangjun & Tang, Chuanyi & Liu-Thompkins, Yuping & Guo, Zhaoyang & Dong, Baobao, 2018. "Comparing the impact of different marketing capabilities: Empirical evidence from B2B firms in China," Journal of Business Research, Elsevier, vol. 93(C), pages 79-89.
    11. Johan Rauer & Lutz Kaufmann, 2015. "Mitigating External Barriers to Implementing Green Supply Chain Management: A Grounded Theory Investigation of Green-Tech Companies' Rare Earth Metals Supply Chains," Journal of Supply Chain Management, Institute for Supply Management, vol. 51(2), pages 65-88, April.
    12. Rosa Maria Dangelico, 2016. "Green Product Innovation: Where we are and Where we are Going," Business Strategy and the Environment, Wiley Blackwell, vol. 25(8), pages 560-576, December.
    13. David J. Teece & Gary Pisano & Amy Shuen, 1997. "Dynamic capabilities and strategic management," Strategic Management Journal, Wiley Blackwell, vol. 18(7), pages 509-533, August.
    14. Papadas, Karolos-Konstantinos & Avlonitis, George J. & Carrigan, Marylyn, 2017. "Green marketing orientation: Conceptualization, scale development and validation," Journal of Business Research, Elsevier, vol. 80(C), pages 236-246.
    15. Steenkamp, Jan-Benedict E M & Baumgartner, Hans, 1998. "Assessing Measurement Invariance in Cross-National Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(1), pages 78-90, June.
    16. Papadas, Karolos-Konstantinos & Avlonitis, George J. & Carrigan, Marylyn & Piha, Lamprini, 2019. "The interplay of strategic and internal green marketing orientation on competitive advantage," Journal of Business Research, Elsevier, vol. 104(C), pages 632-643.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Zhifeng Zhang & Fariha Sami & Irfan Ullah & Sami Ullah Khan & Salahuddin Khan, 2024. "Analyzing the green marketing approaches and their impact on consumer behavior toward the environment in China: a logistic regression approach," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 26(11), pages 29453-29474, November.
    2. Khadija Shams & Alexander Kadow, 2024. "Determinants of consumer satisfaction with green e-marketing of international fast foods chains using service quality dimensions and happiness approach: a case study from urban Pakistan," Asia-Pacific Journal of Regional Science, Springer, vol. 8(3), pages 833-857, September.
    3. Deimena Kiyak & Rasa Grigoliene, 2023. "Analysis of the Conceptual Frameworks of Green Marketing," Sustainability, MDPI, vol. 15(21), pages 1-20, November.
    4. Abdelmohsen A. Nassani & Asad Javed & Magdalena Radulescu & Zahid Yousaf & Carmen Gabriela Secara & Claudia Tolea, 2022. "Achieving Green Innovation in Energy Industry through Social Networks, Green Dynamic Capabilities, and Green Organizational Culture," Energies, MDPI, vol. 15(16), pages 1-12, August.
    5. Sewar Alkhatib & Petra Kecskés & Veronika Keller, 2023. "Green Marketing in the Digital Age: A Systematic Literature Review," Sustainability, MDPI, vol. 15(16), pages 1-16, August.
    6. Shichang Liang & Min Zhang & Yuxuan Chu & Lingling He, 2022. "Should “Green” Be Precise? The Effect of Information Presentation on Purchasing Intention of Green Products," Sustainability, MDPI, vol. 14(16), pages 1-16, August.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Jean, Ruey Jer “Bryan” & Kim, Daekwan & Bello, Daniel C., 2017. "Relationship-based product innovations: Evidence from the global supply chain," Journal of Business Research, Elsevier, vol. 80(C), pages 127-140.
    2. Zhen Zhang, 2024. "Exploring the green edge: the role of market orientation and knowledge management in achieving competitive advantage through creativity," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-16, December.
    3. Peter S. Hofman & Constantin Blome & Martin C. Schleper & Nachiappan Subramanian, 2020. "Supply chain collaboration and eco‐innovations: An institutional perspective from China," Business Strategy and the Environment, Wiley Blackwell, vol. 29(6), pages 2734-2754, September.
    4. Vu Minh Ngo & Huy Truong Quang & Thinh Gia Hoang & An Duong Thi Binh, 2024. "Sustainability‐related supply chain risks and supply chain performances: The moderating effects of dynamic supply chain management practices," Business Strategy and the Environment, Wiley Blackwell, vol. 33(2), pages 839-857, February.
    5. Chao Hung Wang, 2020. "An environmental perspective extends market orientation: Green innovation sustainability," Business Strategy and the Environment, Wiley Blackwell, vol. 29(8), pages 3123-3134, December.
    6. Zhaoqian Liu & Mengmeng Wang, 2022. "Improving Circular Supply Chain Performance through Green Innovations: The Moderating Role of Economic Policy Uncertainty," Sustainability, MDPI, vol. 14(24), pages 1-18, December.
    7. Zeeshan Ullah & Ahmad Arslan, 2022. "R&D contribution to sustainable product attributes development: The complementarity of human capital," Sustainable Development, John Wiley & Sons, Ltd., vol. 30(5), pages 902-915, October.
    8. Ludovica Moi & Francesca Cabiddu, 2021. "Leading digital transformation through an Agile Marketing Capability: the case of Spotahome," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 25(4), pages 1145-1177, December.
    9. Jean, Ruey-Jer “Bryan” & Sinkovics, Rudolf R. & Kim, Daekwan & Lew, Yong Kyu, 2015. "Drivers and performance implications of international key account management capability," International Business Review, Elsevier, vol. 24(4), pages 543-555.
    10. Guo, Huiling & Xu, Hangjun & Tang, Chuanyi & Liu-Thompkins, Yuping & Guo, Zhaoyang & Dong, Baobao, 2018. "Comparing the impact of different marketing capabilities: Empirical evidence from B2B firms in China," Journal of Business Research, Elsevier, vol. 93(C), pages 79-89.
    11. Xu, Hangjun & Guo, Huiling & Zhang, Jing & Dang, Anh, 2018. "Facilitating dynamic marketing capabilities development for domestic and foreign firms in an emerging economy," Journal of Business Research, Elsevier, vol. 86(C), pages 141-152.
    12. Ruey-Jer Bryan Jean & Rudolf R. Sinkovics & Daekwan Kim, 2017. "Antecedents and Outcomes of Supplier Innovativeness in International Customer–Supplier Relationships: The Role of Knowledge Distance," Management International Review, Springer, vol. 57(1), pages 121-151, February.
    13. Chao Hung Wang & Wei‐Jr Juo, 2021. "An environmental policy of green intellectual capital: Green innovation strategy for performance sustainability," Business Strategy and the Environment, Wiley Blackwell, vol. 30(7), pages 3241-3254, November.
    14. Yuan, Baolong & Cao, Xueyun, 2022. "Do corporate social responsibility practices contribute to green innovation? The mediating role of green dynamic capability," Technology in Society, Elsevier, vol. 68(C).
    15. Bodlaj, Mateja & Čater, Barbara, 2022. "Responsive and proactive market orientation in relation to SMEs’ export venture performance: The mediating role of marketing capabilities," Journal of Business Research, Elsevier, vol. 138(C), pages 256-265.
    16. Theoharakis, Vasilis & Hooley, Graham, 2008. "Customer orientation and innovativeness: Differing roles in New and Old Europe," International Journal of Research in Marketing, Elsevier, vol. 25(1), pages 69-79.
    17. Jin, Chenfei & Monfort, Abel & Chen, Feng & Xia, Neng & Wu, Bao, 2024. "Institutional investor ESG activism and corporate green innovation against climate change: Exploring differences between digital and non-digital firms," Technological Forecasting and Social Change, Elsevier, vol. 200(C).
    18. Eduardo Duque‐Grisales & Javier Aguilera‐Caracuel & Jaime Guerrero‐Villegas & Encarnación García‐Sánchez, 2020. "Does green innovation affect the financial performance of Multilatinas? The moderating role of ISO 14001 and R&D investment," Business Strategy and the Environment, Wiley Blackwell, vol. 29(8), pages 3286-3302, December.
    19. Achi, Awele & Adeola, Ogechi & Achi, Francis Chukwuedo, 2022. "CSR and green process innovation as antecedents of micro, small, and medium enterprise performance: Moderating role of perceived environmental volatility," Journal of Business Research, Elsevier, vol. 139(C), pages 771-781.
    20. Yueping Du & Huanhuan Wang, 2022. "Green Innovation Sustainability: How Green Market Orientation and Absorptive Capacity Matter?," Sustainability, MDPI, vol. 14(13), pages 1-20, July.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:136:y:2021:i:c:p:402-413. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.