The Effect of Trust in Suppliers on Loyalty is Influenced by Perceived Value in the Business-To-Business (B2B) Healthcare Industry

Aswindaru Rineggo (), Ananda Sabil Hussein, Achmad Sudiro and Sunaryo
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Aswindaru Rineggo: Brawijaya University, Department of Management, Faculty of Economics and Business
Ananda Sabil Hussein: Brawijaya University, Department of Management, Faculty of Economics and Business
Achmad Sudiro: Brawijaya University, Department of Management, Faculty of Economics and Business
Sunaryo: Brawijaya University, Department of Management, Faculty of Economics and Business

A chapter in Proceedings of the 1st Brawijaya International Conference on Business and Law (BICoBL 2022), 2023, pp 72-80 from Springer

Abstract: Abstract This study examines the strategic business-to-business (B2B) trust of customers in healthcare equipment suppliers. The study was prompted by the growing prominence of B2B products sold by global manufacturing companies to healthcare service providers through their suppliers. The stimulus-organism-response (SOR) paradigm is used to model the customer’s perception and loyalty response. Customer perceived value has been discussed in many literatures; however, empirical studies on perceived value in a B2B context, particularly in the healthcare industry, are very limited. In B2B nowadays, customer perception of value is a primary concern for researchers and practitioners. Customer perceived value is assessed through the SOR approach; the measure will be developed for use in a business repurchase situation and to determine what values drive purchase attitude and behavior. A literature review was used as the research method in this study. The findings of this study led to the conclusion that good perceived value in B2B is critical for maintaining loyalty and repurchase intentions from healthcare service providers to suppliers.

Keywords: Business Strategy; B2B; Loyalty; Trust in Supplier; Healthcare; Perceived Value Introduction (search for similar items in EconPapers)
Date: 2023
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DOI: 10.2991/978-94-6463-214-9_8

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