Original Research

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

Carlos Ferro-Soto, Carmen Padin, Mornay Roberts-Lombard, Göran Svensson, Nils Høgevold
South African Journal of Business Management | Vol 55, No 1 | a3956 | DOI: https://doi.org/10.4102/sajbm.v55i1.3956 | © 2024 Carlos Ferro-Soto, Carmen Padin, Mornay Roberts-Lombard, Göran Svensson, Nils Høgevold | This work is licensed under CC Attribution 4.0
Submitted: 22 February 2023 | Published: 11 April 2024

About the author(s)

Carlos Ferro-Soto, Department of Business Organization and Marketing, University of Vigo, Vigo, Spain
Carmen Padin, Department of Applied Economics, University of Vigo, Vigo, Spain
Mornay Roberts-Lombard, Department of Management and Entrepreneurship, University of the Western Cape, Cape Town, South Africa
Göran Svensson, Department of Marketing and Institute for Marketing, Kristiania University College, Oslo, Norway
Nils Høgevold, Department of Marketing and Institute for Marketing, Kristiania University College, Oslo, Norway

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.


Keywords

economic satisfaction; non-economic satisfaction; continuity; coordination; cooperation; seller; B2B.

JEL Codes

M31: Marketing

Sustainable Development Goal

Goal 9: Industry, innovation and infrastructure

Metrics

Total abstract views: 939
Total article views: 1146


Crossref Citations

No related citations found.