Goods and services related brand image and B2B customer loyalty: effects of construal level

Abstract

Purpose

Though extant literature has identified goods-based brand image (GBBI) and services-based brand image (SBBI) as drivers of business-to-business (B2B) loyalty, their relative importance has remained unexplored. This study aims to bridge this gap.

Design/methodology/approach

The authors have used a retrospective sampling-based methodology to collect data from B2B customers via an offline survey with a sample size of 125 purchase managers.

Findings

The authors found that both GBBI and SBBI have positive relationships with B2B loyalty, with customer satisfaction being the mediator. Using the construal level theory (CLT), the authors argue that the B2B purchase term, vendor–customer relationship strength and physical accessibility of the vendor are associated with the construal level of the purchase context. Further, the authors show that B2B customers give higher importance to GBBI in lower construal level and higher importance to SBBI in higher construal level. The authors have also found the moderated mediation effect of customer satisfaction in GBBI–loyalty and SBBI–loyalty relationships with construal level as moderator.

Research limitations/implications

This study contributes to extant literature of B2B branding and purchase decision-making by bringing in concepts of CLT. It also extends the literature of the GBBI–SBBI–loyalty relationship by bringing in newer results, which reassure the coexistence of goods-dominant and service-dominant logic in the B2B marketplace.

Practical implications

Important managerial implications have been discussed to help B2B managers in brand building, product–service design and relationship management.

Originality/value

This paper is a pioneer in using the CLT in the B2B purchase contexts. It also provides a theoretical and psychological underpinning of goods–service dilemmas in the B2B context, which is also noble.

Citation

Kittur, P. and Chatterjee, S. (2021), "Goods and services related brand image and B2B customer loyalty: effects of construal level", Journal of Business & Industrial Marketing, Vol. 36 No. 1, pp. 17-30. https://doi.org/10.1108/JBIM-06-2019-0284