The model fit goodness-of-fit metrics.

The rapid development of B2B has brought about fierce competition among suppliers, and how to gain customer attention and improve performance has become a common concern in academia and industry. This study examined the drivers and mechanisms of B2B performance from an enterprise capability perspective. We collected transaction and enterprise data from 325 suppliers on Alibaba 1688 platform and constructed a structural equation model (SEM). Results showed that supplier service capability, logistics capability, and production capacity all positively impacted B2B performance through the mediating role of customer attention. In addition, we found that service and logistics capabilities are more critical for attracting customer attention for Original Equipment Manufacturer (OEM) suppliers than for non-OEM suppliers. The findings contribute to understanding B2B commerce and provide constructive directions for B2B suppliers to improve their performance.

随着企业对企业（B2B）电子商务的快速发展，供应商间的竞争日趋激烈，如何获取客户关注度并提升经营绩效，已成为学界与业界共同关注的核心议题。本研究从企业能力视角出发，探究了B2B绩效的影响动因与作用机制。本研究收集了阿里巴巴1688平台上325家供应商的交易与企业运营数据，并构建了结构方程模型（SEM）。研究结果显示，供应商服务能力、物流能力与生产产能均通过客户关注度的中介作用，对B2B绩效产生正向影响。此外，相较于非原始设备制造商（非OEM）供应商，服务能力与物流能力对原始设备制造商（OEM）供应商获取客户关注度更为关键。本研究成果有助于深化对B2B商务的认知，并为B2B供应商提升经营绩效提供了建设性方向。