Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

IF 0.9 4区管理学 Q4 BUSINESS

South African Journal of Business Management Pub Date : 2024-04-11 DOI:10.4102/sajbm.v55i1.3956

C. Ferro-Soto, C. Padin, M. Roberts-Lombard, Göran Svensson, Nils M. Høgevold

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引用次数: 0

Abstract

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.

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经济满意度和非经济满意度是 B2B 销售关系中相互关联的构件

目的：本研究测试了一个研究模型，该模型反映了作为二维结构的满意度与企业对企业（B2B）销售关系中的连续性、协调性和合作性之间的名义关系：研究样本包括西班牙各行业的中小型公司。共收到 237 份满意填写的调查问卷，用于数据分析。采用结构方程模型确保研究结果的发展：研究结果表明，销售经理应与其合作伙伴达成协议，建立适当的协调机制，以提高效率并实现预期的长期目标：本研究指导 B2B 销售经理如何与合作伙伴建立良好的人际关系，营造双方产生良好印象的氛围，相互尊重，促进信息公开共享，从而避免不信任和担心出现机会主义行为：本研究基于卖方视角，为经济满意度和非经济满意度之间的中介结构属性提供了一个扩展基础。这一点意义重大，因为大多数现有研究都是从买方的角度来探讨所提出的结构。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

South African Journal of Business Management Multiple-

CiteScore

2.00

自引率

7.70%

发文量

审稿时长

25 weeks

期刊介绍： The South African Journal of Business Management publishes articles that have real significance for management theory and practice. The content of the journal falls into two categories: managerial theory and management practice: -Management theory is devoted to reporting new methodological developments, whether analytical or philosophical. In general, papers should, in addition to developing a new theory, include some discussion of applications, either historical or potential. Both state-of-the-art surveys and papers discussing new developments are appropriate for this category. -Management practice concerns the methodology involved in applying scientific knowledge. It focusses on the problems of developing and converting management theory to practice while considering behavioural and economic realities. Papers should reflect the mutual interest of managers and management scientists in the exercise of the management function. Appropriate papers may include examples of implementations that generalise experience rather than specific incidents and facts, and principles of model development and adaptation that underline successful application of particular aspects of management theory. The relevance of the paper to the professional manager should be highlighted as far as possible.