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The role of customer entertainment in B2B sales strategy: Comparative insights from professional buyers and salespeople

2020; Elsevier BV; Volume: 92; Linguagem: Inglês

10.1016/j.indmarman.2020.11.009

1873-2062

Jared Oakley, Alan J. Bush, William C. Moncrief, Daniel L. Sherrell, Emin Babakus,

Digital Marketing and Social Media

Abstract Customer entertainment is any activity considered to provide entertainment, amusement, or recreation. Business-to-business firms, as part of their sales strategy, have entertained customers for decades in hopes of influencing purchasing and building long-term relationships. Using social exchange theory and the element of reciprocity, this study examines how customer entertainment influences buyers' perceptions of gratitude, indebtedness, and purchase intention within their relationship with the B2B seller. In order to assess the importance and strategic role of customer entertainment in building and strengthening buyer-seller relationships, this study investigates customer entertainment throughout the sequential relationship stages of exploration, expansion, and commitment. A multimethod research design was developed comprised of 2 qualitative studies, 3 pretests, and a conclusive experimental field study that compared buyer attitudes with salespeople's perceptions of buyer attitudes. The final study contrasts results between 248 buyers and 245 salespeople and consists of a 3 × 3 experimental field study, with the levels of customer entertainment events and stage of relationship as manipulating variables. The analysis reveals that salespeople and buyers view of reciprocity differs, with salespeople being more socially oriented and focused on gratitude while buyers are more economically oriented and more attuned to indebtedness.