Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships
South African Journal of Business Management
| Field | Value | |
| Title | Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships | |
| Creator | Ferro-Soto, Carlos Padin, Carmen Roberts-Lombard, Mornay Svensson, Göran Høgevold, Nils | |
| Description | 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. | |
| Publisher | AOSIS | |
| Date | 2024-04-11 | |
| Identifier | 10.4102/sajbm.v55i1.3956 | |
| Source | South African Journal of Business Management; Vol 55, No 1 (2024); 14 pages 2078-5976 2078-5585 | |
| Language | eng | |
| Relation |
The following web links (URLs) may trigger a file download or direct you to an alternative webpage to gain access to a publication file format of the published article:
https://sajbm.org/index.php/sajbm/article/view/3956/2836
https://sajbm.org/index.php/sajbm/article/view/3956/2837
https://sajbm.org/index.php/sajbm/article/view/3956/2838
https://sajbm.org/index.php/sajbm/article/view/3956/2839
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