کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1018205 940333 2012 8 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Building buyer commitment to the salesperson
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
Building buyer commitment to the salesperson
چکیده انگلیسی

The purpose of this study is to examine predictors of buyer's commitment to the salesperson. Using the Geyskens et al. (1999) meta-analysis as a base for hypothesis development, this study examines economic satisfaction, non-economic satisfaction, conflict, trust, and commitment. Further, this study examines four additional linkages based on research since the publication of the meta-analysis. Study findings provide evidence that examining additional linkages beyond those which are examined in the Geyskens et al. meta-analysis are beneficial to explaining buyer–salesperson relationships. The importance of examining economic and relational based constructs is highlighted.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 65, Issue 7, July 2012, Pages 960–967
نویسندگان
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