2021
DOI: 10.1108/jbim-09-2020-0422
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A sequential logic model between sales performance and salesperson satisfaction in B2B markets

Abstract: Purpose The purpose of this paper is to test the relationship between objective and subjective sales performance and salespeople’s economic and non-economic satisfaction in a sequential logic model. Design/methodology/approach Based on a questionnaire survey using a deductive approach. A total of 315 companies were ultimately selected for participation in the study, to represent a range of companies from different industries and company sizes in the product-oriented business sector of Norway. A total of 236 … Show more

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Cited by 7 publications
(8 citation statements)
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“…Furthermore, the empirical findings reported on the antecedents and postcedents research model provide an improved contextual understanding of the relationship between noneconomic satisfaction and economic satisfaction in Taiwanese purchase and sales business relationships. This study therefore confirms this relationship in previous studies (Ferro et al, 2016;Rodríguez et al, 2022). Conclusively, the elements that are perceived as important in strengthening the noneconomic satisfaction and economic satisfactionlink are perceived as similar by both purchasers and sales businesses in an emerging Asian B2B market context.…”
Section: A Perspective On Noneconomic and Economic Satisfaction In Bo...supporting
confidence: 90%
“…Furthermore, the empirical findings reported on the antecedents and postcedents research model provide an improved contextual understanding of the relationship between noneconomic satisfaction and economic satisfaction in Taiwanese purchase and sales business relationships. This study therefore confirms this relationship in previous studies (Ferro et al, 2016;Rodríguez et al, 2022). Conclusively, the elements that are perceived as important in strengthening the noneconomic satisfaction and economic satisfactionlink are perceived as similar by both purchasers and sales businesses in an emerging Asian B2B market context.…”
Section: A Perspective On Noneconomic and Economic Satisfaction In Bo...supporting
confidence: 90%
“…This is especially important when considering that, more than a decade ago, Del Bosque Rodríguez et al (2006) stipulated the need to explore satisfaction more critically from the perspective of its two-dimensional nature. To address this call, scholars such as Rodríguez et al (2022) have explored satisfaction as a two-dimensional construct in B2B markets and this study also investigates satisfaction from its dual perspective as being economic or non-economic in a B2B context. In this study, economic satisfaction implies the assessment by one partner (e.g.…”
Section: A Perspective On Satisfaction As a Twodimensional Construct ...mentioning
confidence: 99%
“…As such, the decision by the parties to a relationship to continue with the relationship in the future is influenced by the economic gains secured in the past from remaining in the B2B relationship. Contrarily, non-economic satisfaction encompasses psychological elements that relate to the management of B2B relationships, such as professional engagement, which are built on open communication between partners (Rodríguez et al, 2022;Zietsman et al, 2023).…”
Section: A Perspective On Satisfaction As a Twodimensional Construct ...mentioning
confidence: 99%
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“…The relevance of studying the drivers of SP has been considered in many different studies, sales settings and countries. For instance, Boles et al (2000) and Kwak et al (2019) applied these relationships in a sample of life insurance agents in North America, Ahmad and Akbar (2020) considered the pharmaceutical industry in Pakistan, and recently, other papers considered the European and multi-sample context, such as Kimura et al (2019) in Spain, or Høgevold et al (2021) and Rodríguez et al (2022aRodríguez et al ( , 2022b in Norway. Nonetheless, research on this issue has not been unanimous, and there have been many calls to increase research on this issue (Evans et al, 2012;Kwak et al, 2019;Ulaga and Kohli, 2018).…”
Section: Research Relevance and Objectivementioning
confidence: 99%