{"id":"https://openalex.org/W4386534837","doi":"https://doi.org/10.1016/j.indmarman.2023.08.015","title":"Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance","display_name":"Does B2B WOM usage matter to channel relationship performance? The roles of organizational culture and psychic distance","publication_year":2023,"publication_date":"2023-09-08","ids":{"openalex":"https://openalex.org/W4386534837","doi":"https://doi.org/10.1016/j.indmarman.2023.08.015"},"language":"en","primary_location":{"id":"doi:10.1016/j.indmarman.2023.08.015","doi":"https://doi.org/10.1016/j.indmarman.2023.08.015","is_oa":true,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2023.08.015","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://doi.org/10.1016/j.indmarman.2023.08.015","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5012801654","display_name":"Mai Kikumori","orcid":"https://orcid.org/0000-0003-1716-9171","observed_orcids":["https://orcid.org/0000-0003-1716-9171"]},"institutions":[{"id":"https://openalex.org/I135768898","display_name":"Ritsumeikan University","ror":"https://ror.org/0197nmd03","country_code":"JP","type":"education","lineage":["https://openalex.org/I135768898","https://openalex.org/I4390039241"]}],"countries":["JP"],"is_corresponding":false,"raw_author_name":"Mai Kikumori","raw_affiliation_strings":["College of Business Administration, Ritsumeikan University, 2-150 Iwakura, Ibaraki, Osaka 567-8570, Japan"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration, Ritsumeikan University, 2-150 Iwakura, Ibaraki, Osaka 567-8570, Japan","institution_ids":["https://openalex.org/I135768898"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5021937023","display_name":"Ryuta Ishii","orcid":"https://orcid.org/0000-0002-5589-1926","observed_orcids":["https://orcid.org/0000-0002-5589-1926"]},"institutions":[{"id":"https://openalex.org/I135768898","display_name":"Ritsumeikan University","ror":"https://ror.org/0197nmd03","country_code":"JP","type":"education","lineage":["https://openalex.org/I135768898","https://openalex.org/I4390039241"]}],"countries":["JP"],"is_corresponding":true,"raw_author_name":"Ryuta Ishii","raw_affiliation_strings":["College of Business Administration, Ritsumeikan University, 2-150 Iwakura, Ibaraki, Osaka 567-8570, Japan"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration, Ritsumeikan University, 2-150 Iwakura, Ibaraki, Osaka 567-8570, Japan","institution_ids":["https://openalex.org/I135768898"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5021937023"],"corresponding_institution_ids":["https://openalex.org/I135768898"],"apc_list":{"value":3290,"currency":"USD","value_usd":3290},"apc_paid":{"value":3290,"currency":"USD","value_usd":3290},"fwci":2.5322,"has_fulltext":false,"cited_by_count":16,"citation_normalized_percentile":{"value":0.90576917,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":97,"max":98},"biblio":{"volume":"114","issue":null,"first_page":"286","last_page":"296"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.8008000254631042,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.8008000254631042,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10415","display_name":"International Business and FDI","score":0.11479999870061874,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.015200000256299973,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/organizational-culture","display_name":"organizational culture","score":0.9340000152587891},{"id":"https://openalex.org/keywords/psychic-distance","display_name":"psychic distance","score":0.8389999866485596},{"id":"https://openalex.org/keywords/power-distance","display_name":"power distance","score":0.9399999976158142},{"id":"https://openalex.org/keywords/masculinity-and-femininity","display_name":"masculinity and femininity","score":0.7900000214576721},{"id":"https://openalex.org/keywords/japanese-exporters","display_name":"Japanese exporters","score":0.6299999952316284}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6779986619949341},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.6196675300598145},{"id":"https://openalex.org/C127162648","wikidata":"https://www.wikidata.org/wiki/Q16858953","display_name":"Channel (broadcasting)","level":2,"score":0.5516020059585571},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5152023434638977},{"id":"https://openalex.org/C67356462","wikidata":"https://www.wikidata.org/wiki/Q5807210","display_name":"Hofstede's cultural dimensions theory","level":2,"score":0.5079033970832825},{"id":"https://openalex.org/C2779304628","wikidata":"https://www.wikidata.org/wiki/Q3503480","display_name":"Face (sociological concept)","level":2,"score":0.4127844274044037},{"id":"https://openalex.org/C67674302","wikidata":"https://www.wikidata.org/wiki/Q730573","display_name":"Organizational culture","level":2,"score":0.41265496611595154},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.2614973783493042},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.21749088168144226},{"id":"https://openalex.org/C39549134","wikidata":"https://www.wikidata.org/wiki/Q133080","display_name":"Public relations","level":1,"score":0.19084769487380981},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.10194048285484314},{"id":"https://openalex.org/C119599485","wikidata":"https://www.wikidata.org/wiki/Q43035","display_name":"Electrical engineering","level":1,"score":0.0},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0},{"id":"https://openalex.org/C127413603","wikidata":"https://www.wikidata.org/wiki/Q11023","display_name":"Engineering","level":0,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C151730666","wikidata":"https://www.wikidata.org/wiki/Q7205","display_name":"Paleontology","level":1,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1016/j.indmarman.2023.08.015","doi":"https://doi.org/10.1016/j.indmarman.2023.08.015","is_oa":true,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2023.08.015","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},{"id":"pmh:oai:irdb.nii.ac.jp:01038:0006908908","doi":null,"is_oa":false,"landing_page_url":"https://ritsumei.repo.nii.ac.jp/records/2003380","pdf_url":null,"source":{"id":"https://openalex.org/S7407056385","display_name":"Institutional Repositories DataBase (IRDB)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I184597095","host_organization_name":"National Institute of Informatics","host_organization_lineage":["https://openalex.org/I184597095"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"INDUSTRIAL MARKETING MANAGEMENT","raw_type":"journal article"}],"best_oa_location":{"id":"doi:10.1016/j.indmarman.2023.08.015","doi":"https://doi.org/10.1016/j.indmarman.2023.08.015","is_oa":true,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2023.08.015","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":"cc-by-nc-nd","license_id":"https://openalex.org/licenses/cc-by-nc-nd","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},"sustainable_development_goals":[],"study_designs":[],"awards":[{"id":"https://openalex.org/G3893662314","display_name":"Conflicts between channels in a dual channel structure","funder_award_id":"23K12572","funder_id":"https://openalex.org/F4320334764","funder_display_name":"Japan Society for the Promotion of Science"},{"id":"https://openalex.org/G4859918287","display_name":"Examining the choice of dual channels in foreign markets","funder_award_id":"20K13619","funder_id":"https://openalex.org/F4320334764","funder_display_name":"Japan Society for the Promotion of Science"},{"id":"https://openalex.org/G6647997797","display_name":"\u6587\u5316\u7684\u4fa1\u5024\u89b3\u304c\u6d88\u8cbb\u8005\u9593\u304a\u3088\u3073\u4f01\u696d\u9593\u306e\u30af\u30c1\u30b3\u30df\u884c\u52d5\u306b\u53ca\u307c\u3059\u5f71\u97ff","funder_award_id":"23K12573","funder_id":"https://openalex.org/F4320334764","funder_display_name":"Japan Society for the Promotion of Science"},{"id":"https://openalex.org/G7255886040","display_name":"The effects of regulatory focus on word-of-mouth behaviors among consumers and referral behaviors among firms","funder_award_id":"18K12883","funder_id":"https://openalex.org/F4320334764","funder_display_name":"Japan Society for the Promotion of Science"}],"funders":[{"id":"https://openalex.org/F4320334764","display_name":"Japan Society for the Promotion of Science","ror":"https://ror.org/00hhkn466"}],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":64,"referenced_works":["https://openalex.org/W584391213","https://openalex.org/W1545129296","https://openalex.org/W1810168408","https://openalex.org/W1927487988","https://openalex.org/W1968944950","https://openalex.org/W1969150132","https://openalex.org/W1969378667","https://openalex.org/W1972778224","https://openalex.org/W1978311462","https://openalex.org/W1994476196","https://openalex.org/W1999216122","https://openalex.org/W2000098608","https://openalex.org/W2001837116","https://openalex.org/W2012479466","https://openalex.org/W2013719886","https://openalex.org/W2021544805","https://openalex.org/W2027155860","https://openalex.org/W2028349286","https://openalex.org/W2028999220","https://openalex.org/W2032545502","https://openalex.org/W2033916854","https://openalex.org/W2034876292","https://openalex.org/W2035546030","https://openalex.org/W2047956336","https://openalex.org/W2062390207","https://openalex.org/W2062470084","https://openalex.org/W2069198658","https://openalex.org/W2094471812","https://openalex.org/W2100243195","https://openalex.org/W2106096361","https://openalex.org/W2111114024","https://openalex.org/W2115474047","https://openalex.org/W2127170355","https://openalex.org/W2131473635","https://openalex.org/W2144100620","https://openalex.org/W2146875579","https://openalex.org/W2268898791","https://openalex.org/W2297714836","https://openalex.org/W2547656099","https://openalex.org/W2561372688","https://openalex.org/W2606700149","https://openalex.org/W2786919118","https://openalex.org/W2883097950","https://openalex.org/W2918376463","https://openalex.org/W2970912966","https://openalex.org/W3044177347","https://openalex.org/W3119734228","https://openalex.org/W3192664651","https://openalex.org/W3198419345","https://openalex.org/W4220754280","https://openalex.org/W4220905790","https://openalex.org/W4224289811","https://openalex.org/W4226425751","https://openalex.org/W4280548657","https://openalex.org/W4280627855","https://openalex.org/W4281888865","https://openalex.org/W4293252907","https://openalex.org/W4297497227","https://openalex.org/W4298007020","https://openalex.org/W4298345247","https://openalex.org/W4317754190","https://openalex.org/W4323857581","https://openalex.org/W4362559928","https://openalex.org/W4366382699"],"related_works":["https://openalex.org/W2161409433","https://openalex.org/W3013416565","https://openalex.org/W4317754190","https://openalex.org/W2013719886","https://openalex.org/W4397027312","https://openalex.org/W7113023414","https://openalex.org/W2131473635","https://openalex.org/W3048354853","https://openalex.org/W2466071568","https://openalex.org/W1608817723"],"abstract_inverted_index":{"Word-of-mouth":[0],"(WOM)":[1],"in":[2,89],"the":[3,55,80,90,143,164,185],"business-to-business":[4],"(B2B)":[5],"context":[6],"is":[7],"of":[8,82,92,166],"great":[9],"interest":[10],"to":[11,30,38,49,100,178,184],"business":[12,47],"managers":[13],"and":[14,26,46,108,114,135,146,154,156,191],"academic":[15],"researchers.":[16],"Firms":[17],"often":[18],"use":[19,87],"B2B":[20,188],"WOM":[21,42,62,88,129,167,172,189],"not":[22,175],"only":[23],"choose":[24],"products":[25],"services":[27],"but":[28],"also":[29],"select":[31,50],"channel":[32,52,67,94,193],"partners.":[33,53],"Particulaly,":[34],"exporting":[35,124],"manufacturers":[36,85],"tend":[37],"rely":[39],"on":[40,60,75,138,142,187],"face-to-face":[41],"from":[43,122],"existing":[44],"partners":[45,68,95],"connections":[48],"international":[51,66,93,192],"However,":[54],"literature":[56],"provides":[57],"contradictory":[58],"findings":[59],"whether":[61,83],"usage":[63,130,173],"for":[64],"selecting":[65],"has":[69],"a":[70],"positive":[71,134],"or":[72],"negative":[73,136],"impact":[74],"subsequent":[76],"relationship":[77,139],"outcomes.":[78],"Therefore,":[79],"question":[81,103],"export":[84],"should":[86],"selection":[91],"remains":[96],"unanswered.":[97],"We":[98],"aim":[99],"address":[101],"this":[102],"by":[104],"examining":[105],"firms'":[106],"internal":[107,145],"external":[109,147],"factors":[110],"(i.e.,":[111],"organizational":[112,150],"culture":[113,151],"psychic":[115,158],"distance,":[116],"respectively).":[117],"By":[118,169],"analyzing":[119],"survey":[120],"data":[121],"Japanese":[123],"manufacturers,":[125],"we":[126],"show":[127],"that":[128,171],"can":[131],"have":[132],"both":[133],"effects":[137],"performance,":[140],"depending":[141],"firm's":[144],"factors.":[148],"Specifically,":[149],"(power":[152],"distance":[153,159],"masculinity/femininity)":[155],"perceived":[157],"(people":[160],"characteristics":[161],"distance)":[162],"influence":[163],"benefits":[165],"usage.":[168],"indicating":[170],"does":[174],"always":[176],"lead":[177],"favorable":[179],"outcomes,":[180],"our":[181],"study":[182],"contributes":[183],"research":[186],"management":[190],"relationships.":[194]},"counts_by_year":[{"year":2026,"cited_by_count":5},{"year":2025,"cited_by_count":6},{"year":2024,"cited_by_count":5}],"updated_date":"2026-11-07T11:25:07.637180","created_date":"2023-09-09T00:00:00"}