IDEAS home Printed from https://ideas.repec.org/a/spr/epolin/v51y2024i1d10.1007_s40812-023-00287-9.html
   My bibliography  Save this article

How to generate economic satisfaction in b2b contexts? The role of value co-creation and relationship quality

Author

Listed:
  • Gloria Berenguer-Contri

    (Universitat de València, Instituto de Economía Internacional)

  • Irene Gil-Saura

    (Universitat de València, Instituto Polibienestar)

  • María-Eugenia Ruiz-Molina

    (Universitat de València, Instituto Polibienestar)

  • Roberto Gil

    (Universitat de València)

  • Israel Juma-Michilena

    (Universitat de València, Instituto de Polibienestar)

Abstract

The aim of this article is to investigate how value co-creation in a B2B context influences relationship quality and economic satisfaction between tourism companies considering factors of trust, commitment, and social satisfaction as key antecedents to determining the quality of the relationship. This study was carried out with a sample of 268 hotels in Spain. The data were analysed via the partial least squares (PLS) regression technique, using the “SEMinR” and “matrixpls” packages with the R software. The results show that value co-creation in a B2B context is a differentiating, integrating, dynamic tool that is capable of improving relationship quality between partners in the hotel sector. In addition, it was confirmed that co-creation leads to economic satisfaction and improved results for all the agents involved in a commercial interaction. This work contributes conceptually and empirically to the relationship marketing literature by providing an innovative route to understand how B2B value co-creation networks are organised. Quantitative evidence is revealed about how co-creation can stimulate the positive evaluation of a company regarding the economic results or benefits obtained thanks to the quality of the relationship with its tourism supplier.

Suggested Citation

  • Gloria Berenguer-Contri & Irene Gil-Saura & María-Eugenia Ruiz-Molina & Roberto Gil & Israel Juma-Michilena, 2024. "How to generate economic satisfaction in b2b contexts? The role of value co-creation and relationship quality," Economia e Politica Industriale: Journal of Industrial and Business Economics, Springer;Associazione Amici di Economia e Politica Industriale, vol. 51(1), pages 189-209, March.
    • Handle: RePEc:spr:epolin:v:51:y:2024:i:1:d:10.1007_s40812-023-00287-9
    DOI: 10.1007/s40812-023-00287-9
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s40812-023-00287-9
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s40812-023-00287-9?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. Claudio Di Berardino & Gianni Onesti, 2020. "The two-way integration between manufacturing and services," The Service Industries Journal, Taylor & Francis Journals, vol. 40(5-6), pages 337-357, April.
    2. Vargo, Stephen L. & Lusch, Robert F., 2017. "Service-dominant logic 2025," International Journal of Research in Marketing, Elsevier, vol. 34(1), pages 46-67.
    3. Romain Franck & Maud Damperat, 2023. "How social media use enhances salesperson performance," Post-Print halshs-04159471, HAL.
    4. Lindsey Hall, Kristina K. & Qi, Ji (Miracle) & Richey, Robert Glenn & Patil, Ripinka Koli, 2022. "Collaboration, feedback, and performance: Supply chain insights from service-dominant logic," Journal of Business Research, Elsevier, vol. 146(C), pages 385-397.
    5. repec:hal:journl:hal-03188196 is not listed on IDEAS
    6. Sugathan, Praveen & Ranjan, Kumar Rakesh, 2019. "Co-creating the tourism experience," Journal of Business Research, Elsevier, vol. 100(C), pages 207-217.
    7. Wolfgang Ulaga & Andreas Eggert, 2006. "Relationship value and relationship quality: Broadening the nomological network of business-to-business relationships," Post-Print hal-00482522, HAL.
    8. Jesús Cambra-Fierro & Lily (Xuehui) Gao & Iguácel Melero-Polo & Lia Patrício, 2022. "Theories, constructs, and methodologies to study COVID-19 in the service industries," The Service Industries Journal, Taylor & Francis Journals, vol. 42(7-8), pages 551-582, June.
    9. Nadeem, Waqar & Al-Imamy, Saifeddin, 2020. "Do ethics drive value co-creation on digital sharing economy platforms?," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    10. Chung, Henry F.L. & Kingshott, Russel P.J. & MacDonald, Robyn V.G. & Putranta, Martinus Parnawa, 2021. "Dynamism and B2B firm performance: The dark and bright contingent role of B2B relationships," Journal of Business Research, Elsevier, vol. 129(C), pages 250-259.
    11. Claudio Di Berardino & Gianni Onesti, 2020. "The two-way integration between manufacturing and services," The Service Industries Journal, Taylor & Francis Journals, vol. 40(5), pages 337-357, April.
    12. Vargo, Stephen L. & Akaka, Melissa Archpru & Wieland, Heiko, 2020. "Rethinking the process of diffusion in innovation: A service-ecosystems and institutional perspective," Journal of Business Research, Elsevier, vol. 116(C), pages 526-534.
    13. He, Wu & Zhang, Zuopeng (Justin) & Li, Wenzhuo, 2021. "Information technology solutions, challenges, and suggestions for tackling the COVID-19 pandemic," International Journal of Information Management, Elsevier, vol. 57(C).
    Full references (including those not matched with items on IDEAS)

    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. repec:ehu:cuader:64019 is not listed on IDEAS
    2. Jeandri Robertson, 2020. "Competition in Knowledge Ecosystems: A Theory Elaboration Approach Using a Case Study," Sustainability, MDPI, vol. 12(18), pages 1-19, September.
    3. Lee, Chu-Heng & Hsieh, Ming-Huei, 2023. "Market innovation as an institutional reconciliation process: Two individual-level case studies," Journal of Business Research, Elsevier, vol. 169(C).
    4. Sonia Pant & Debashis Chakraborty, 2024. "How Service Inputs Influence Export Dynamics? Experience of Manufacturing Firms from Developing Countries," Working Papers 2475, Indian Institute of Foreign Trade.
    5. Xiaodie Yuan & Baoyu Chen & Xiong He & Guojun Zhang & Chunshan Zhou, 2024. "Spatial Differentiation and Influencing Factors of Tertiary Industry in the Pearl River Delta Urban Agglomeration," Land, MDPI, vol. 13(2), pages 1-23, February.
    6. Behnam, Mohsen & Hollebeek, Linda D. & Clark, Moira K. & Farabi, Reza, 2021. "Exploring customer engagement in the product vs. service context," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    7. Herrero, Daniel & Rial, Adrián, 2023. "Labor costs, KIBS, and export performance: A comparative analysis of Germany and Mediterranean economies," Structural Change and Economic Dynamics, Elsevier, vol. 65(C), pages 184-198.
    8. Polese, Francesco & Payne, Adrian & Frow, Pennie & Sarno, Debora & Nenonen, Suvi, 2021. "Emergence and phase transitions in service ecosystems," Journal of Business Research, Elsevier, vol. 127(C), pages 25-34.
    9. Stephen L. Vargo & Linda Peters & Hans Kjellberg & Kaisa Koskela-Huotari & Suvi Nenonen & Francesco Polese & Debora Sarno & Claudia Vaughan, 2023. "Emergence in marketing: an institutional and ecosystem framework," Journal of the Academy of Marketing Science, Springer, vol. 51(1), pages 2-22, January.
    10. Stephen L. Vargo, 2023. "Conceptual reconciliation for clarity and impact," AMS Review, Springer;Academy of Marketing Science, vol. 13(3), pages 169-172, December.
    11. Amin, Muhammad & Shamim, Amjad & Ghazali, Zulkipli & Khan, Imran, 2021. "Employee Motivation to Co-Create Value (EMCCV): Construction and Validation of Scale," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    12. Melissa Archpru Akaka & Kaisa Koskela-Huotari & Stephen L. Vargo, 2021. "Formalizing service-dominant logic as a general theory of markets: taking stock and moving forward," AMS Review, Springer;Academy of Marketing Science, vol. 11(3), pages 375-389, December.
    13. Thompson-Whiteside, Helen & Fletcher-Brown, Judith & Middleton, Karen & Turnbull, Sarah, 2023. "Emergence in emergency: How actors adapt to service ecosystem disruption," Journal of Business Research, Elsevier, vol. 162(C).
    14. Hongying Zhang & Song Nie & Liyang Wan, 2025. "The Impact of the Convergence of Advanced Manufacturing and Modern Services on Green Innovation Efficiency," Sustainability, MDPI, vol. 17(2), pages 1-31, January.
    15. Julia A. Fehrer, 2020. "Rethinking marketing: back to purpose," AMS Review, Springer;Academy of Marketing Science, vol. 10(3), pages 179-184, December.
    16. Mele, Cristina & Tuominen, Tiina & Edvardsson, Bo & Reynoso, Javier, 2023. "Smart sensing technology and self-adjustment in service systems through value co-creation routine dynamics," Journal of Business Research, Elsevier, vol. 159(C).
    17. Antonioli, Davide & Berardino, Claudio Di & Onesti, Gianni, 2023. "The intersectoral linkages and manufacturing productivity growth in Italian regions using the I-O approach," Structural Change and Economic Dynamics, Elsevier, vol. 66(C), pages 120-133.
    18. Koskela-Huotari, Kaisa & Patrício, Lia & Zhang, Jie & Karpen, Ingo Oswald & Sangiorgi, Daniela & Anderson, Laurel & Bogicevic, Vanja, 2021. "Service system transformation through service design: Linking analytical dimensions and service design approaches," Journal of Business Research, Elsevier, vol. 136(C), pages 343-355.
    19. Sorensen, Anne, 2021. "Facilitating value: How organizations deploy resources in social media-based brand communities," Journal of Business Research, Elsevier, vol. 136(C), pages 678-694.
    20. Severin Oesterle & Arne Buchwald & Nils Urbach, 2022. "Investigating the co-creation of IT consulting service value: empirical findings of a matched pair analysis," Electronic Markets, Springer;IIM University of St. Gallen, vol. 32(2), pages 571-597, June.
    21. Holopainen, Jani & Mattila, Osmo & Pöyry, Essi & Parvinen, Petri, 2020. "Applying design science research methodology in the development of virtual reality forest management services," Forest Policy and Economics, Elsevier, vol. 116(C).

    More about this item

    Keywords

    Value co-creation; Relationship quality; Economic satisfaction; B2B; Tourism to further enrich the model;
    All these keywords.

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    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:spr:epolin:v:51:y:2024:i:1:d:10.1007_s40812-023-00287-9. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.