RT Journal Article
T1 Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships
A1 Ferro Soto, Carlos Antonio
A1 Padín Fabeiro, Maria Carmen
A1 Roberts-Lombard, Mornay
A1 Svensson, Göran
A1 Høgevold, Nils
K1 5311.05 Marketing (Comercialización)
AB Purpose: This study tests a research model that reflects the nomological relationship between satisfaction as a two-dimensional construct and continuity, coordination, and cooperation in business-to-business (B2B) sales relationships.Design/methodology/approach: The study sample comprised small- and medium-sized companies across industries in Spain. In total, 237 satisfactorily completed questionnaires were obtained for data analysis. Structural equation modelling was applied to secure the development of the study’s results.Findings/results: The results revealed that sales managers should reach agreements with their partners to put in place appropriate coordination mechanisms that contribute to improving efficiency and achieving expected long-term goals.Practical implications: The study guides B2B sales managers on how to establish good interpersonal relationships with partners, foster an atmosphere in which favourable impressions are generated between the parties, treat each other with respect and promote open sharing of information that avoids distrust and fear of the appearance of opportunistic behaviour.Originality/value: This study provides an extended foundation of the structural properties with intermediary constructs between economic satisfaction and non-economic satisfaction based on a seller’s perspective. This is significant, seeing that most extant studies have explored the constructs proposed from a buyer’s perspective.
PB South African Journal of Business Management
SN 20785976
YR 2024
FD 2024-04-11
LK http://hdl.handle.net/11093/7053
UL http://hdl.handle.net/11093/7053
LA eng
NO South African Journal of Business Management, 55(1): a3956 (2023)
DS Investigo
RD 11-dic-2024