Toward a multilayered framework of privacy-related decision-making in B2B
J.H. Schumann, J. Zimmermann, L. Steinhoff, D. Totzek, M. van der Borgh, K.D. Martin, Journal of Business Research 190 (2025).
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Journal Article
| Published
| English
Author
Schumann, Jan H.;
Zimmermann, Johanna;
Steinhoff, LenaLibreCat;
Totzek, Dirk;
van der Borgh, Michel;
Martin, Kelly D.
Abstract
For business-to-business (B2B) supplier firms that increasingly infuse technology into their offerings such that
they can provide data-driven services, ready access to proprietary B2B customer firm data is critical. Despite
clear evidence that B2B customer firms hesitate to provide such data due to the associated privacy risks, limited
evidence exists regarding how B2B customer firms engage in privacy-related decision-making. Such knowledge is
crucial to efforts to address privacy-related challenges by designing and managing B2B services effectively.
Therefore, informed by a systematic analysis of the current state of research on privacy-related decision-making
in B2B contexts, this article derives a comprehensive research framework from B2B buying research. The
framework conceptualizes privacy-related decision-making in B2B as a multilayered phenomenon and indicates
key questions for continued research on pressing managerial challenges for B2B services and solutions providers.
Publishing Year
Journal Title
Journal of Business Research
Volume
190
Article Number
115243
ISSN
LibreCat-ID
Cite this
Schumann JH, Zimmermann J, Steinhoff L, Totzek D, van der Borgh M, Martin KD. Toward a multilayered framework of privacy-related decision-making in B2B. Journal of Business Research. 2025;190. doi:10.1016/j.jbusres.2025.115243
Schumann, J. H., Zimmermann, J., Steinhoff, L., Totzek, D., van der Borgh, M., & Martin, K. D. (2025). Toward a multilayered framework of privacy-related decision-making in B2B. Journal of Business Research, 190, Article 115243. https://doi.org/10.1016/j.jbusres.2025.115243
@article{Schumann_Zimmermann_Steinhoff_Totzek_van der Borgh_Martin_2025, title={Toward a multilayered framework of privacy-related decision-making in B2B}, volume={190}, DOI={10.1016/j.jbusres.2025.115243}, number={115243}, journal={Journal of Business Research}, publisher={Elsevier BV}, author={Schumann, Jan H. and Zimmermann, Johanna and Steinhoff, Lena and Totzek, Dirk and van der Borgh, Michel and Martin, Kelly D.}, year={2025} }
Schumann, Jan H., Johanna Zimmermann, Lena Steinhoff, Dirk Totzek, Michel van der Borgh, and Kelly D. Martin. “Toward a Multilayered Framework of Privacy-Related Decision-Making in B2B.” Journal of Business Research 190 (2025). https://doi.org/10.1016/j.jbusres.2025.115243.
J. H. Schumann, J. Zimmermann, L. Steinhoff, D. Totzek, M. van der Borgh, and K. D. Martin, “Toward a multilayered framework of privacy-related decision-making in B2B,” Journal of Business Research, vol. 190, Art. no. 115243, 2025, doi: 10.1016/j.jbusres.2025.115243.
Schumann, Jan H., et al. “Toward a Multilayered Framework of Privacy-Related Decision-Making in B2B.” Journal of Business Research, vol. 190, 115243, Elsevier BV, 2025, doi:10.1016/j.jbusres.2025.115243.
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