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Article

A Global PSS Framework for Sustainable B2B Partnership

Collegium of Comparative Cultures, Eckerd College, Saint Petersburg, FL 32711, USA
Academic Editor: Jihwan Lee
Sustainability 2021, 13(6), 3066; https://doi.org/10.3390/su13063066
Received: 30 January 2021 / Revised: 4 March 2021 / Accepted: 9 March 2021 / Published: 11 March 2021
(This article belongs to the Special Issue Product-Service System and Business Modelling)
Committed Business-to-Business (B2B) relationships are linked to sustainable business partnerships and greater profitability. As competition increases, suppliers must seek to differentiate by shifting the focus of their offerings from the product to services that contribute to create additional value to buyers. This empirical research proposes a product-service system (PSS) framework within the context of a relationship marketing (RM) model tested across a sample of United States (US) and Brazilian buyers. The study examines the impact of value-added benefits on building sustainable B2B partnerships. Results demonstrate that a firm’s servitization strategy that delivers both functional and social benefits fosters greater information exchange and mutual cooperation, which in turn contributes to increase buyer’s trust in, satisfaction with and commitment to a supplier. Despite some noted differences found in the commitment-building process, results show the importance that additional services have on promoting long-term, sustainable B2B partnerships across countries in distinct stages of economic development. View Full-Text
Keywords: functional and social benefits; PSS; relationship marketing; satisfaction; communication; commitment; trust; cooperation; sustainable B2B partnerships functional and social benefits; PSS; relationship marketing; satisfaction; communication; commitment; trust; cooperation; sustainable B2B partnerships
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MDPI and ACS Style

Graça, S.S. A Global PSS Framework for Sustainable B2B Partnership. Sustainability 2021, 13, 3066. https://doi.org/10.3390/su13063066

AMA Style

Graça SS. A Global PSS Framework for Sustainable B2B Partnership. Sustainability. 2021; 13(6):3066. https://doi.org/10.3390/su13063066

Chicago/Turabian Style

Graça, Sandra S. 2021. "A Global PSS Framework for Sustainable B2B Partnership" Sustainability 13, no. 6: 3066. https://doi.org/10.3390/su13063066

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