{"id":12078,"date":"2019-10-29T17:02:20","date_gmt":"2019-10-29T17:02:20","guid":{"rendered":"https:\/\/www.sisinternational.com\/harnessing-perceptions-in-b2b-markets\/"},"modified":"2026-01-27T15:24:09","modified_gmt":"2026-01-27T20:24:09","slug":"%e5%88%a9%e7%94%a8-b2b-%e5%b8%82%e5%a0%b4%e7%9a%84%e8%aa%8d%e7%9f%a5","status":"publish","type":"post","link":"https:\/\/www.sisinternational.com\/zh_hk\/%e5%88%a9%e7%94%a8-b2b-%e5%b8%82%e5%a0%b4%e7%9a%84%e8%aa%8d%e7%9f%a5\/","title":{"rendered":"B2B \u5229\u5bb3\u95dc\u4fc2\u4eba\u5e02\u5834\u7814\u7a76"},"content":{"rendered":"<figure class=\"gb-block-image gb-block-image-e0022755\"><img loading=\"lazy\" decoding=\"async\" width=\"1456\" height=\"816\" class=\"gb-image gb-image-e0022755\" src=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/B2Bjpg-3.jpg\" alt=\"SIS \u570b\u969b\u5e02\u5834\u7814\u7a76\u8207\u7b56\u7565\" title=\"B2Bjpg (3)\" srcset=\"https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/B2Bjpg-3.jpg 1456w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/B2Bjpg-3-300x168.jpg 300w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/B2Bjpg-3-1024x574.jpg 1024w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/B2Bjpg-3-768x430.jpg 768w, https:\/\/www.sisinternational.com\/wp-content\/uploads\/2025\/08\/B2Bjpg-3-18x10.jpg 18w\" sizes=\"auto, (max-width: 1456px) 100vw, 1456px\"><\/figure>\n\n\n\n<p><\/p>\n\n\n<h2>B2B \u5e02\u5834\u5e38\u5e38\u5ffd\u7565 B2B \u5229\u5bb3\u95dc\u4fc2\u4eba\u610f\u898b\u548c\u770b\u6cd5\u7684\u91cd\u8981\u6027\u3002<\/h2>\n<p>Understanding perception is crucial as it impacts investment decisions, the willingness of supply chain stakeholders to work together and countless daily activities dependent on having consistent perceptions.\u00a0 In today&#8217;s B2B markets, perceptions are enhanced, developed, and sustained through the following channels.<\/p>\n<ul>\n<li><strong>B2B \u8cbf\u6613\u8207\u65b0\u805e\u7db2\u7ad9<\/strong><\/li>\n<li><strong>\u65c5\u884c\u548c\u6703\u8b70<\/strong><\/li>\n<li><strong>B2B \u90e8\u843d\u683c\u548c\u8ad6\u58c7<\/strong><\/li>\n<li><strong>B2B \u793e\u7fa4\u7db2\u7d61<\/strong><\/li>\n<li><strong>\u75c5\u6bd2\u5a92\u9ad4<\/strong><\/li>\n<li><strong>\u4e00\u81f4\u6027<\/strong><\/li>\n<li><strong>\u6587\u5316<\/strong><\/li>\n<li><strong>\u5f71\u97ff\u8005\u3001\u95dc\u9375\u610f\u898b\u9818\u8896\u548c\u53c3\u8003\u9818\u8896<\/strong><\/li>\n<\/ul>\n<h2>Referential leaders are stakeholders with significant relevance on an individual\u2019s evaluations, aspirations, or behavior.<\/h2>\n<p>\u5728 B2B \u5e02\u5834\u4e2d\uff0c\u9019\u53ef\u80fd\u5305\u62ec\u95dc\u9375\u610f\u898b\u9818\u8896\u3001\u5de5\u4f5c\u4e0a\u7d1a\u3001\u884c\u696d\u4f5c\u8005\u548c\u5176\u4ed6\u4eba\u3002\u4ed6\u5011\u64c1\u6709\u6709\u6548\u7684\u8aaa\u670d\u529b\u548c\u201c\u529b\u91cf\u201d\uff0c\u5305\u62ec<\/p>\n<ul>\n<li><strong>\u8cc7\u8a0a\u529b\u91cf\uff1a<\/strong> A person who has access to elusive information can influence<\/li>\n<li><strong>\u5c08\u5bb6\u529b\u91cf\uff1a<\/strong> An expert\u2019s recommendation can influence<\/li>\n<li><strong>\u734e\u52f5\u529b\u91cf\uff1a<\/strong> A person\u2019s ability to reward (such as a promotion or social approval) can influence<\/li>\n<li><strong>\u53c3\u8003\u529f\u7387\uff1a<\/strong> A mere recommendation can influence<\/li>\n<\/ul>\n<p>\u53c3\u8003\u9818\u5c0e\u8005\u7684\u5f71\u97ff\u529b\u7a0b\u5ea6\u96a8\u8457\u9019\u4e9b\u9818\u5c0e\u8005\u5c0d\u5f71\u97ff\u54c1\u724c\u8a8d\u77e5\u7684\u5229\u5bb3\u95dc\u4fc2\u4eba\u7684\u5f71\u97ff\u800c\u6539\u8b8a\u3002\u5728\u6c7a\u5b9a\u5f71\u97ff\u8005\u7684\u5f71\u97ff\u529b\u6642\uff0cSIS International \u901a\u5e38\u6703\u63a2\u8a0e\u4ee5\u4e0b\u5167\u5bb9\uff1a<\/p>\n<ul>\n<li><strong>\u5e02\u5834\u8986\u84cb\u7bc4\u570d<\/strong> \u2013 \u4e00\u500b\u4eba\u6709\u80fd\u529b\u806f\u7e6b\u7684\u4eba\u6578\u3002<\/li>\n<li><strong>\u5f71\u97ff\u54c1\u8cea<\/strong> \u2013 \u5c0d\u500b\u4eba\u89c0\u9ede\u548c\u610f\u898b\u7684\u5c0a\u91cd\u3002<\/li>\n<li><strong>\u5f71\u97ff\u983b\u7387<\/strong> \u2013 \u500b\u4eba\u5f71\u97ff\u8cfc\u8cb7\u6c7a\u7b56\u7684\u6a5f\u6703\u6578\u3002<\/li>\n<li><strong>\u63a5\u8fd1\u6c7a\u7b56<\/strong> \u2013 \u500b\u4eba\u8207\u6c7a\u7b56\u8005\u7684\u8ddd\u96e2\u6709\u591a\u8fd1\u3002<\/li>\n<li><strong>\u4f86\u6e90\u53ef\u4fe1\u5ea6<\/strong> \u2014\u2014\u5fc3\u4e2d\u9084\u6b98\u7559\u8457\u591a\u5c11\u7591\u60d1\u3002<\/li>\n<\/ul>\n<h2>\u6587\u5316\u5dee\u7570<\/h2>\n<p>When dealing with perception, it is often helpful for companies to understand not only what the perceptions are, but also what they are based on. \u00a0Building on this idea, it is further helpful to understand how perceptions are diffused within a group of stakeholders. Depending on the culture, perceptions are derived from the following forms of knowledge:<\/p>\n<ul>\n<li>\u4f86\u81ea\u53d7\u4eba\u5c0a\u656c\u7684\u4f86\u6e90\u7684\u5f71\u97ff<\/li>\n<li>\u500b\u4eba\u7d93\u6b77<\/li>\n<li>\u76f4\u89ba<\/li>\n<li>\u7d93\u9a57\u8b49\u64da<\/li>\n<\/ul>\n<p>While for example, Germans and US Americans tend to culturally regard empirical knowledge as the most important form of insight, Brazilians may attribute more credibility to a \u201creferential leader\u201d such as a respected person.\u00a0\u00a0Applying this insight to a <a href=\"https:\/\/www.sisinternational.com\/zh_hk\/%e6%a1%88%e4%be%8b%e7%a0%94%e7%a9%b6\/\" title=\"\u6848\u4f8b\u7814\u7a76\"  data-wpil-monitor-id=\"8105\">market research study<\/a>, it could mean crafting a flexible research design that can elicit core insights on how perceptions are diffused within each country.\u00a0 For example, in Mexico, a <a href=\"https:\/\/www.sisinternational.com\/zh_hk\/%e5%b0%88%e6%a5%ad%e7%9f%a5%e8%ad%98\/%e7%94%a2%e6%a5%ad\/healthcare-market-research-solutions\/\" title=\"\u91ab\u7642\u4fdd\u5065\u5e02\u5834\u7814\u7a76\u516c\u53f8\"  data-wpil-monitor-id=\"8106\">market research firm<\/a> can focus on how stakeholders build perceptions, be it through intuition, personal experience, influencers, or empirical information.\u00a0\u00a0<a href=\"https:\/\/www.sisinternational.com\/zh_hk\/%e8%a6%86%e8%93%8b%e7%af%84%e5%9c%8d\/%e6%ad%90%e6%b4%b2\/%e8%8b%b1%e5%9c%8b%e5%88%a9%e7%89%a9%e6%b5%a6%e5%b8%82%e5%a0%b4%e7%a0%94%e7%a9%b6\/\" title=\"\u5229\u7269\u6d66\u5e02\u5834\u7814\u7a76|\u82f1\u570b\u7126\u9ede\u5c0f\u7d44\u548c\u8cc7\u6599\u6536\u96c6\"  data-wpil-monitor-id=\"8107\">Research firms can incorporate into their data<\/a> gathering approach how the 4 forms of knowledge contribute to the diffusion of perceptions.<\/p>\n<h2>\u6700\u7d42\uff0c\u80fd\u5920\u5851\u9020\u89c0\u5ff5\u7684\u95dc\u9375\u610f\u898b\u9818\u8896\u61c9\u8a72\u5177\u5099\u4ee5\u4e0b\u7279\u8cea\uff1a<\/h2>\n<ul>\n<li>\u6d89\u53ca<\/li>\n<li>\u5df2\u9023\u63a5<\/li>\n<li>\u6709\u5f71\u97ff<\/li>\n<li>\u53d7\u5230\u5225\u4eba\u7684\u4fe1\u4efb<\/li>\n<li>\u6f6e\u6d41\u5f15\u9818\u8005<\/li>\n<\/ul>\n<p>By understanding and harnessing these notions, <a href=\"https:\/\/www.sisinternational.com\/zh_hk\/b2b-%e8%a1%8c%e9%8a%b7%e8%a4%87%e9%9b%9c%e6%80%a7\/\" title=\"\u4ec0\u9ebc\u662f B2B \u884c\u92b7\uff1f\"  data-wpil-monitor-id=\"7344\">marketers can better interact with their B2B<\/a> stakeholders.<\/p>\n<p>\u00a0<\/p>","protected":false},"excerpt":{"rendered":"<p>Business-to-Business Markets often miss the importance of opinion and perception among B2B stakeholders. Understanding perception is crucial as it impacts investment decisions, the willingness of supply chain stakeholders to work together and countless daily activities dependent on having consistent perceptions.\u00a0 In today&#8217;s B2B markets, perceptions are enhanced, developed, and sustained through the following channels. B2B &#8230; <a title=\"B2B \u5229\u5bb3\u95dc\u4fc2\u4eba\u5e02\u5834\u7814\u7a76\" class=\"read-more\" href=\"https:\/\/www.sisinternational.com\/zh_hk\/%e5%88%a9%e7%94%a8-b2b-%e5%b8%82%e5%a0%b4%e7%9a%84%e8%aa%8d%e7%9f%a5\/\" aria-label=\"Read more about B2B Stakeholder Market Research\">\u95b1\u8b80\u66f4\u591a<\/a><\/p>","protected":false},"author":1,"featured_media":62381,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[296],"tags":[],"class_list":["post-12078","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-branding-thought-leadership","generate-columns","tablet-grid-50","mobile-grid-100","grid-parent","grid-50"],"_links":{"self":[{"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/posts\/12078","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/comments?post=12078"}],"version-history":[{"count":5,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/posts\/12078\/revisions"}],"predecessor-version":[{"id":81364,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/posts\/12078\/revisions\/81364"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/media\/62381"}],"wp:attachment":[{"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/media?parent=12078"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/categories?post=12078"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sisinternational.com\/zh_hk\/wp-json\/wp\/v2\/tags?post=12078"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}