The impact of implicit bias on business-to-business marketing

In: The journal of business & industrial marketing, Band 35, Heft 10, S. 1517-1525

Abstract

Purpose
Physical social cues can influence the buyer and seller in business-to-business (B2B) marketing. The current behavioural model does not account for the role of implicit bias. The purpose of this paper is to present that relationship and introduce a process model to weaken implicit bias through training with the employment of transformational conversation.


Design/methodology/approach
With social cues as the predecessor to inferences, there is the potential for implicit bias to derail relationship building in a B2B context. The author's qualitative field study offers guidance for businesses to make informed decisions about implicit bias training.


Findings
The study findings show that an interactive workshop following a process model with the addition of transformational conversation can weaken implicit bias.


Research limitations/implications
The research was conducted with a small cohort of information technology professionals. More research should be done specifically with sellers and buyers in various industries over a longer period of time with periodic follow-up on sales performance and relationship building.


Practical implications
Minority groups had a combined buying power of $3.9tn in 2018. For sellers to succeed, they have to be able to modulate the implicit biases that interfere with good sales relationships.


Originality/value
This paper introduces implicit bias as a moderator into the conceptual framework of the behavioural response to social cues in the B2B context and offers a model of implicit bias training using a process model with transformational conversation.