A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships

Abstract

PurposeThis study aims to verify whether a nomological framework of antecedents and postcedents to satisfaction is valid and reliable in both purchase and sales business relationships.Design/methodology/approachIn this study snowball sampling was used to identify relevant purchase and sales managers to collect data from two cross-industrial samples in Taiwan pertaining to purchase and sales business relationships.FindingsThe results display the validity and reliability of the nomological framework in both purchase and sales business relationships.Research limitations/implicationsThis study verifies the results in previous studies based on purchase business relationships and that the framework also appears to be valid and reliable in sales business relationships.Practical implicationsThis study provides purchase and sales managers with insights to assess both their firms' inbound and outbound business relationships in purchases and sales.Originality/valueThis study creates a connection between purchase and sales business literature offering opportunities for further research.

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

“…These long-term relationships are built on value-adding experiences, ultimately strengthening the future cooperation of B2B partners and their continuation of a relationship (Sharma, 2022). Guan et al (2023) argue that relationship building should be guided by the professional coordination of activities between B2B partners, thereby strengthening a future willingness to continue with the relationship in the long term. Therefore, through an engaged relational approach that is guided by relationship marketing principles, business partners are better enabled to understand the needs and expectations of the other party (Van Tonder & Nel, 2018).…”