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Virtual reality and its impact on B2B marketing: A value-in-use perspective

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  • Boyd, D. Eric
  • Koles, Bernadett

Abstract

The opportunities virtual reality provides for B2B marketing are increasingly recognized by the trade press in discussions of interesting examples from early adopters like GE, Siemens and Airbus. However, while there is growing recognition of its promise and potential, the specific impact of virtual reality on B2B marketing remains an unexplored research area. This paper provides an early theoretical consideration of the topic by developing a framework and offering propositions that describe the impact of virtual reality on B2B buyer perceptions of value-in-use during the post-purchase stage of the buyer's purchase journey. The paper also considers the moderating impact of several aspects of buyer-supplier relationships, including knowledge complexity, social complexity and task complexity, on virtual reality's contribution to value-in-use perceptions. The discussion provides B2B marketing scholars with several directions for future research and makes several recommendations for B2B marketers interested in leveraging the opportunities presented by virtual reality.

Suggested Citation

  • Boyd, D. Eric & Koles, Bernadett, 2019. "Virtual reality and its impact on B2B marketing: A value-in-use perspective," Journal of Business Research, Elsevier, vol. 100(C), pages 590-598.
    • Handle: RePEc:eee:jbrese:v:100:y:2019:i:c:p:590-598
    DOI: 10.1016/j.jbusres.2018.06.007
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    Citations

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    Cited by:

    1. Anderson, Kelley Cours & Laverie, Debra A., 2022. "In the consumers’ eye: A mixed-method approach to understanding how VR-Content influences unbranded product quality perceptions," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    2. Jella Pfeiffer & Thies Pfeiffer & Martin Meißner & Elisa Weiß, 2020. "Eye-Tracking-Based Classification of Information Search Behavior Using Machine Learning: Evidence from Experiments in Physical Shops and Virtual Reality Shopping Environments," Information Systems Research, INFORMS, vol. 31(3), pages 675-691, September.
    3. Kostyk, Alena & Sheng, Jie, 2023. "VR in customer-centered marketing: Purpose-driven design," Business Horizons, Elsevier, vol. 66(2), pages 225-236.
    4. Lundin, Lisa & Kindström, Daniel, 2023. "Digitalizing customer journeys in B2B markets," Journal of Business Research, Elsevier, vol. 157(C).
    5. Loureiro, Sandra Maria Correia & Guerreiro, João & Japutra, Arnold, 2021. "How escapism leads to behavioral intention in a virtual reality store with background music?," Journal of Business Research, Elsevier, vol. 134(C), pages 288-300.
    6. Wedel, Michel & Bigné, Enrique & Zhang, Jie, 2020. "Virtual and augmented reality: Advancing research in consumer marketing," International Journal of Research in Marketing, Elsevier, vol. 37(3), pages 443-465.
    7. Pyper, Keith & Marie Doherty, Anne & Gounaris, Spiros & Wilson, Alan, 2022. "A contingency-based approach to the nexus between international strategic brand management and export performance," Journal of Business Research, Elsevier, vol. 148(C), pages 472-488.
    8. van Berlo, Zeph M.C. & van Reijmersdal, Eva A. & Smit, Edith G. & van der Laan, L. Nynke, 2021. "Brands in virtual reality games: Affective processes within computer-mediated consumer experiences," Journal of Business Research, Elsevier, vol. 122(C), pages 458-465.
    9. de Regt, Anouk & Barnes, Stuart J. & Plangger, Kirk, 2020. "The virtual reality value chain," Business Horizons, Elsevier, vol. 63(6), pages 737-748.
    10. de Regt, Anouk & Plangger, Kirk & Barnes, Stuart J., 2021. "Virtual reality marketing and customer advocacy: Transforming experiences from story-telling to story-doing," Journal of Business Research, Elsevier, vol. 136(C), pages 513-522.
    11. Tiwary, Nishant Kumar & Kumar, Rishi Kant & Sarraf, Shagun & Kumar, Prashant & Rana, Nripendra P., 2021. "Impact assessment of social media usage in B2B marketing: A review of the literature and a way forward," Journal of Business Research, Elsevier, vol. 131(C), pages 121-139.
    12. Yohan Wismantoro & Vincent Didiek Wiet Aryanto & Imang Dapit Pamungkas & Nanda Adhi Purusa & Amron & Amalia Nur Chasanah & Usman, 2022. "Virtual Reality Destination Experiences Model: A Moderating Variable between Wisesa Sustainable Tourism Behavior and Tourists’ Intention to Visit," Sustainability, MDPI, vol. 15(1), pages 1-13, December.
    13. Drummond, Conor & McGrath, Helen & O'Toole, Thomas, 2023. "Beyond the platform: Social media as a multi-faceted resource in value creation for entrepreneurial firms in a collaborative network," Journal of Business Research, Elsevier, vol. 158(C).

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