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Exploring satisfaction in business-to-business services: a path-analytic approach

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  • Piyush Kumar
  • Mayukh Dass
  • Omer Topaloglu

Abstract

In this article, we propose a path-analytic approach to model the relationships among overall satisfaction, satisfaction with higher order performance domains and the lower order performance attributes for business-to-business services. The model is estimated using data from the business customers of a large provider of electronics products and services. Our results show that overall satisfaction in such contexts may be driven by satisfaction on multiple higher order performance domains and the relevant lower order performance attributes may not drive satisfaction. An adoption of our modeling approach can help service providers make resource allocation decisions across performance domains and identify the micro-level performance levers that they can pull to manage satisfaction levels of their business clients. Copyright Springer-Verlag 2011

Suggested Citation

  • Piyush Kumar & Mayukh Dass & Omer Topaloglu, 2011. "Exploring satisfaction in business-to-business services: a path-analytic approach," Service Business, Springer;Pan-Pacific Business Association, vol. 5(1), pages 13-27, March.
    • Handle: RePEc:spr:svcbiz:v:5:y:2011:i:1:p:13-27
    DOI: 10.1007/s11628-010-0099-x
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    Cited by:

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    2. Cayetano Medina & Ramón Rufín & Manuel Rey, 2015. "Mediating relationships in and satisfaction with online technologies: communications or features beyond expectations?," Service Business, Springer;Pan-Pacific Business Association, vol. 9(4), pages 587-609, December.
    3. Jesús Cambra-Fierro & Iguácel Melero-Polo & Javier Sese, 2015. "Does the nature of the relationship really matter? An analysis of the roles of loyalty and involvement in service recovery processes," Service Business, Springer;Pan-Pacific Business Association, vol. 9(2), pages 297-320, June.
    4. Heetae Yang & Hwansoo Lee, 2018. "Exploring user acceptance of streaming media devices: an extended perspective of flow theory," Information Systems and e-Business Management, Springer, vol. 16(1), pages 1-27, February.
    5. Rafael Teixeira & Renato Przyczynski & Jeff Shockley, 2022. "B2B buyer operational capability for the effective delivery of technology-enabled services in a multi-facility context," Service Business, Springer;Pan-Pacific Business Association, vol. 16(3), pages 645-679, September.
    6. Heetae Yang & Hwansoo Lee, 0. "Exploring user acceptance of streaming media devices: an extended perspective of flow theory," Information Systems and e-Business Management, Springer, vol. 0, pages 1-27.
    7. Don Jeng & Sky Kuo, 2012. "Internal service quality within the different Chinese subcultures: a comparison between Taiwan, China, and Singapore," Service Business, Springer;Pan-Pacific Business Association, vol. 6(4), pages 425-458, December.

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