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The purpose of this paper is to offer a comprehensive overview of current research on customer behavior in the business-to-business (B2B) context and propose a research agenda for future studies. Despite being a relatively recent area of interest for academics and practitioners, a literature review that synthesizes existing knowledge into coherent topics and outlines a research agenda for future research is still lacking.

Drawing on a systematic literature review of 219 papers and using a text-mining approach based on the Latent Dirichlet Allocation algorithm, this paper enhances the existing knowledge of B2B customer behavior and provides a descriptive analysis of the literature.

From this review, ten major research topics are found and analyzed. These topics were analyzed through the lens of the Theory, Context, Characteristics and Method framework, providing a summary of key findings from prior studies. Additionally, an integrative framework was developed, offering insights into future research directions.

This study presents a novel contribution to the field of B2B by providing a systematic review of the topic of customer behavior, filling a gap in the literature and offering a valuable resource for scholars and managers seeking to advance the field.

This study intends to understand if managerial coaching, a sustainable competitive strategy, has an impact on sales performance, through customer and results orientation of the salesforce. It also aims to investigate whether pressure for results, one of the predominant demands in organizations today, and the centralisation of decisions, a traditional management demand still present in several organizations, undermine the effect of coaching on performance.

The 167 responses collected, through the distribution of questionnaires among workers in the commercial area, were analysed through a structural equation model using the partial least square (PLS) technique.

The results of this study confirm that managerial coaching has a positive impact on sales force performance through customer and results orientation, with customer orientation having a greater impact on performance. It was also found that centralised decision-making and pressure for results do not undermine the relationship between managerial coaching and performance, and they even reinforce the positive impact of results orientation on performance.

Managerial coaching practices can impact sales, especially when associated with customer orientation, freeing employees from the pressure for results and the centralisation demands. This scenario favours a more sustainable and emancipatory sales force management.

This study is the first to integrate organizational demands, namely pressure for results and centralisation, to better understand the effect of managerial coaching on sales performance, through customer and results orientation, thereby extending previous research on this topic.

In a rapidly shifting market, organizations seek more diverse and innovative employee development interventions. Yet, these initiatives may have limited impact without employees’ engagement. This conceptual paper aims to propose self-leadership as a value-added strategy for promoting both individual and organizational development.

The authors conducted a conceptual analysis with three case examples. The cases were purposefully selected, aiming to comprehend how the concept of self-leadership has been applied within organizations and to identify real-life examples where self-leadership has been adopted as an organizational strategy.

This study demonstrates that self-leadership plays a significant role in facilitating human resource development (HRD) initiatives. Specifically, the authors illustrate how self-leadership interventions in companies empower individuals to take charge of their development, aligning personal and organizational goals. When effectively applied, self-leadership strategies positively impact HRD practices in the areas of training and development, organization development and career development, yielding benefits for both employees and employers.

This study addresses knowledge gaps in the emerging field of self-leadership in HRD by providing three companies’ examples of how self-leadership can add value to HRD. The findings offer unique insights into the synergy between self-leadership and HRD, benefiting academics interested in this line of inquiry and HRD practitioners seeking innovative approaches to employee and organizational development.

The purpose of this study is to provide an in-depth understanding of the B2B customers’ perspective regarding salespeople’s social media use.

The study adopts a qualitative approach based on semi-structured interviews with 26 key informants performing their job in customer role in various industries.

The authors inductively identify five themes regarding the B2B customers’ perspective of social media use in B2B selling. These themes allow for valuable implications for social selling activities and expected outcomes.

Against a growing body of literature on drivers, best practices and outcomes of social media use by B2B salespeople, less attention has been paid to the customer’s side. The authors extend current research by providing a more complete picture of social selling activities and expected outcomes.

As climate change impacts residential life, people typically use heating or cooling appliances to deal with varying outside temperatures, bringing extra electricity demand and living costs. Water is more cost-effective than electricity and could provide the same body utility, which may be an alternative choice to smooth electricity consumption fluctuation and provide living cost incentives. Therefore, this study aims to identify the substitute effect of water on the relationship between climate change and residential electricity consumption.

This study identifies the substitute effect of water and potential heterogeneity using panel data from 295 cities in China over the period 2004–2019. The quantile regression and the partially linear functional coefficient model in this study could reduce the risks of model misspecification and enable detailed identification of the substitution mechanism, which is in line with reality and precisely determines the heterogeneity at different consumption levels.

The results indicate that residential water consumption can weaken the impact of cooling demand on residential electricity consumption, especially in low-income regions. Moreover, residents exhibited adaptive asymmetric behaviors. As the electricity consumption level increased, the substitute effects gradually get strong. The substitute effects gradually strengthened when residential water consumption per capita exceeds 16.44 tons as the meeting of the basic life guarantee.

This study identifies the substitution role of water and heterogeneous behaviors in the residential sector in China. These findings augment the existing literature and could aid policymakers, investors and residents regarding climate issues, risk management and budget management.

This study investigates information flow of market constituents and global indices at multi-frequencies.

The study’s findings were obtained using the Improved Complete Ensemble Empirical Mode Decomposition with Adaptive Noise (I-CEEMDAN)-based cluster analysis executed for Rényi effective transfer entropy (RETE).

The authors find that significant negative information flows among sustainability equities (SEs) and conventional equities (CEs) at most multi-frequencies, which exacerbates diversification benefits. The information flows are mostly bi-directional, highlighting the importance of stock markets' constituents and their global indices in portfolio construction.

The authors advocate that both SE and CE markets are mostly heterogeneous, revealing some levels of markets inefficiencies.

The empirical literature on CEs is replete with several dynamics, revealing their returns behaviour for diversification purposes, leaving very little to know about the returns behaviour of SE. Wherein, an avalanche of several initiatives on Corporate Social Responsibility (CSR) enjoin firms to operate socially responsible, but investors need to have a clear reason to remain sustainable into the foreseeable future period. Accordingly, the humble desire of investors is the formation of a well-diversified portfolio and would highly demand stocks to the extent that they form a reliable portfolio, especially, amid SEs and/or CEs.

本研究擬審查多頻率的及為市場成份的信息流和全球指數。

研究人員使用基於改良完全集合經驗模態分解自適應噪聲(Improved Complete Ensemble Empirical Mode Decomposition with Adaptive Noise)的聚類分析法,取得Rényi有效轉移熵,藉此得到研究結果。

我們發現、於大部份多頻率,在持續性股票和傳統股票間有顯著的負信息流動,這會增加多樣化的益處。這些信息流大部份是雙向的,這強調了股票市場成份及其全球指數在構建投資組合上的重要性。

我們認為持續性股票市場和傳統股票市場大多為異質市場,這顯示了市場的低效率,而且這低效率的程度頗大。

關於傳統股票的實證性文獻裡是充滿了變革動力的,這顯示了它們以多樣化為目的的回報行為。這使我們對關於持續性股票的回報行為、認識變得實在太少了。於此,大量的企業社會責任的新措施不斷提醒各公司、要本著企業社會責任的理念去營運;但投資者需清晰明白他們為何需在可見的將來保持可持續性。因此,他們卑微的願望是一個較好的多樣化投資組合得以形成,故此他們高度要求股票要有組成可靠投資組合的性質和能力,特別是在持續性股票和/或傳統股票當中。

The very criticism of public policy being rigid and generalized on one hand, and insouciant and noncustomizable on the other has to be addressed to cope up with the comingled economic, social and environmental challenges. Policies that fail the litmus test of changing and challenging conditions will run the risk of not achieving their purpose and obstructing the ability of citizens, communities and businesses. This paper draws the case of Bangladesh to explore the principles of adaptive policies in the surfacing of the recently adopted Digital Commerce Management Guide 2021 under the National Digital Commerce Policy, 2020.

This is a qualitative paper that is based on both primary and secondary data. While secondary data on the policy crafted a strong call for increased adaptiveness, primary data extracted from the interviews presented several lacking and loopholes from respondents’ firsthand experiences. Based on secondary content and primary data from consumers and business owners of the most-used social commerce platform (a form of digital commerce), Facebook commerce, hereto referred to as F-commerce, this paper discusses the possible characteristics of adaptive policy-making for more innovative, contextual, gender-inclusive, efficient and environmentally sustainable policies.

The paper points out some reform and adjustment scope for the recently introduced digital commerce policy to make it more adaptive to the present and upcoming policy context.

It must be mentioned that there is a dearth of research on digital commerce policy and the platform as a whole.

Hence, this paper offers a fresh perspective toward time befitting policy formulation in the digital commerce sector and set in motion the policy attention that this platform requires.

This research aims to propose the development of a model that identifies, in essential services, the determining factors affecting the technological advances offered by different smart technologies in supermarket retail channels that influence citizens' quality of life, amidst the coronavirus disease 2019 (COVID-19) pandemic.

The data were collected using a cross-sectional questionnaire survey (n = 469). The authors applied the structural equation modeling (SEM) technique to test the hypotheses, along with the partial least squares (PLS) method for estimating latent variables and combining with the necessary condition analysis (NCA) method.

According to the results of the NCA method, the results were adequate, and more attention should be paid to the quality of life construct after finding the bottleneck point of 50%. In this sense, adaptive resilience was characterized as the main necessary predictor construct for quality of life. In addition, Generation Z and Millennials have the highest frequency of use in all smart technologies, with “assisted purchase” being the most widely used.

Finally, the effect of the pandemic changed the consumption routine with supermarkets, not being a mere option but a necessity in the context of a smart city.

As a result, the proposed model was consistent, showing that all direct and indirect SEM paths were validated, highlighting data security and privacy and resilience issues. In addition, the NCA method complemented the procedures performed in the SEM phase.

This study investigates consumer purchase behavior during the steady devaluation of currency, which led to increase in inflation rates in Egypt.

This study collected and analyzed numerical data to test the causal relationships found among the research model variables. Administrated questionnaires were distributed March 2023 in cross-sectional timeframe in several visits to hypermarkets, supermarkets and grocery stores in Cairo and Alexandria, applying nonprobability sample. Structure equation model path analysis was used to test the hypotheses.

This study shows compulsive buying, sense of anxiety, value shopping, attitude toward private label, attractiveness of local brands and materialistic behaviors impact consumers' acceptance of alternative brands; compulsive buying, sense of anxiety and materialistic behaviors impact the continuance of purchasing accustomed brands.

Retailers, government and policymakers can use this study as a guide to know how consumers react during times of high prices so to provide solutions to their needs. Policymakers should take into account the findings in managing the economy.

This study shows the effect of inflation on consumer spending to contribute to the body of knowledge in literature on the factors that influence consumer behaviors. A model was developed to frame the possible manners that might surface among consumers during times of high inflation; it reflected whether compulsive buying, sense of anxiety, value shopping, attitude toward private label, attractiveness of local brands and materialistic behaviors impact consumers acceptance of alternative brands and/or the continuance of purchasing accustomed brand.

This study aims to investigate the adaptation strategies they practice and the factors that influence their use of adaptation strategies.

The mixed-method sequential explanatory design was used to triangulate the data collected. Multistage sampling was used to select 400 sampled households for household surveys. Eight focus groups, each with eight to ten participants, and 24 key informants, were specifically chosen based on their farming experiences. Chi-square tests, one-way ANOVA and a binary logit model were used to analyze the data.

The majority of farmers used simple and low-cost adaptation strategies like changing planting dates, selling livestock and off-farm and nonfarm work. A minority of farmers used advanced adaptation strategies like crop diversification and water harvesting for irrigation. The result further revealed that: the age of the household head, educational status of household heads, farm size, livestock ownership, farming experiences, household income, access to credit and access to climate information significantly influenced the adoption of the adaptation strategies. Public policy should provide water harvesting and irrigation technology, climate-related information and the provision of microcredit facilities to enhance the farmers’ resilience to climate change risks.

Although several studies on climate change adaptation strategies are available, this paper is one of the few studies focusing on a particular agro-ecological zone, an essential precursor to dealing with current and projected climate change in the area. It provides helpful insights for developing successful adaptation policies that improve adaptive capacity and agricultural sustainability in southern Ethiopia’s lowlands.