IDEAS home Printed from https://ideas.repec.org/a/ids/ijpman/v19y2024i4p473-498.html
   My bibliography  Save this article

The sequential logic of quality constructs in sales business relationships: model and findings

Author

Listed:
  • Carlos Ferro-Soto
  • Carmen Padín
  • Göran Svensson
  • Nils M. Høgevold

Abstract

This research tests the mediator role of satisfaction between commitment and trust, and coordination, cooperation and continuity with B2B buyers, following a seller approach. It considers coordination as present behaviour, and cooperation as the willingness to work jointly, and both are understood as distinct constructs. Based on a survey among Spanish sales managers, it applies confirmatory factor analysis and structural equation modelling using SPSS/AMOS 26.0. Results confirm the mediator role of satisfaction between the constructs in the estimated model. The findings enhance the literature on satisfaction in B2B relationships, thanks to the combination of constructs in the model, which has barely been used in this field, as well as their nomological positions, and the seller perspective. Managerial implications enhance practitioners' comprehension of how commitment and trust induce customer satisfaction which can, in turn, foster coordination and a willingness to cooperate and can improve the expectation of continuity the partnership.

Suggested Citation

  • Carlos Ferro-Soto & Carmen Padín & Göran Svensson & Nils M. Høgevold, 2024. "The sequential logic of quality constructs in sales business relationships: model and findings," International Journal of Procurement Management, Inderscience Enterprises Ltd, vol. 19(4), pages 473-498.
    • Handle: RePEc:ids:ijpman:v:19:y:2024:i:4:p:473-498
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=137325
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ids:ijpman:v:19:y:2024:i:4:p:473-498. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=255 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.