A framework to manage business-to-business branding strategies

Abstract

Purpose

In the past decades, a growing body of studies has assessed the importance of brands in business-to-business (B2B) markets. However, until date, a comprehensive understanding of B2B branding strategies is lacking. Hence, the purpose of this paper is to develop a framework to select and manage B2B branding strategies.

Design/methodology/approach

This study’s arguments are developed in line with MacInnis’s (2011) guidelines on conceptual contributions in marketing.

Findings

As a result of the arguments of this study, a framework is developed to identify the relationships between the types of B2B contexts and effective B2B branding strategies.

Research limitations/implications

Despite deriving from an extensive analysis of the literature, the framework requires future empirical validation. Moreover, the relationship linking a supplier to its customer is unique, and hence, each supplier should carefully select a branding strategy depending on the specific situation.

Practical implications

The suggested framework provides actionable insights to inform managers’ decisions about the most effective B2B strategy for their firm, based on the relational complexity (number of customers, intensity of co-production and co-creation, and dyadic vs multiple-actor view).

Originality/value

This is the first study to provide a comprehensive model of B2B branding strategies. Therefore, it contributes to both advance theoretical knowledge and managerial practice.

Citation

Cassia, F. and Magno, F. (2019), "A framework to manage business-to-business branding strategies", EuroMed Journal of Business, Vol. 14 No. 2, pp. 110-122. https://doi.org/10.1108/EMJB-08-2018-0047