...Sushant Kumar Purpose This study aims to investigate how power influences governance mechanisms that in turn foster sustainability-oriented collaborations ( SOC ) in buyer–supplier relationships. It further examines the moderating effects of satisfaction. Design/methodology/approach Drawing...

...Carlos Ferro-Soto; Carmen Padin; Isolde Lubbe; Goran Svensson; Nils Høgevold Purpose This study aims to evaluate the determinants and outcomes of satisfaction in business-to-business (B2B) sales relationships from a seller’s perspective across diverse cultural contexts. It explores the influence...

...Cagri Talay; Majd AbedRabbo; João S. Oliveira; James M. Crick Purpose This research aims to address the knowledge gaps in determining factors affecting relationship satisfaction in buyer–seller relationships, with a specific focus on sustainability orientation and asymmetric power dynamics...

...Emmanuel Arthur; George Cudjoe Agbemabiese; George Kofi Amoako; Patrick Amfo Anim Purpose This study aims to explore the role customer satisfaction play in mediating the nexus between commitment, trust, relative dependence and customer loyalty from an emerging market context under a business...

... the structural equation modelling to test the conceptual model. Findings The results revealed that satisfaction and m-loyalty have a direct effect on the business users and individual users’ reuse intention of mobile instant messaging services. This study found that satisfaction, usability, perceived value...

... trade shows and how their satisfaction and perception can be related to exhibition performance. The authors also take into consideration technological trends that prior to COVID-19 pandemics were slowly emerging in the trade show industry. The findings highlight a continuity between pre...

... to the relationship; this mutualism is explained entirely by the mediating effect of the relationship’s cooperative norms. Where buyers perceive generally favorable treatment (satisfaction), without these three qualities, their own reciprocal commitment increases directly and cooperative norms play no part...

... considerations. Design/methodology/approach Data gathered from 475 telephone surveys of Spanish hairdressers provide the input for discrete choice models for testing the proposed hypotheses. Findings The SMEs that change suppliers tend to be sensitive to promotions, express less satisfaction...

...Nils Høgevold; Goran Svensson; Carmen Otero-Neira To clarify this further, some studies indicate the need to consider the two aspects of satisfaction (economic and non-economic) separately as a possible explanation (Geyskens and Steenkamp, 2000 ; Gounaris, 2005). In addition, the seller...

...Yogesh Mungra; Prabhat Kumar Yadav Purpose This study aims to investigate the effect of commitment and trust on satisfaction and sequential effect of satisfaction on relational outcomes (i.e. performance and governance cost) in a manufacturer–supplier relationship. Authors of this paper explore...

...Alfonso Ruiz-Martínez; Marta Frasquet; Irene Gil-Saura Purpose The purpose of this paper is to analyse the dimensional structure of relationship value by comparing the results of one-dimensional versus multidimensional conceptualisation in the prediction of satisfaction and loyalty in a B2B...

... a significant impact on franchisees’ perceptions of benefits. There are some significant interactions between different types of relational bonds and the duration of the relationship. Perceptions of benefits are found to influence satisfaction, intentions to recommend, intentions to renew the contract and long...

... is developed and empirically tested against data collected from 129 content providers (CPs) which currently have business relationships with China Mobile. Findings – The structural equation modeling partial least squares analysis indicates that dedication-based (e.g. customer satisfaction, trust in MNO...

...Sergio Román; Pedro Juan Martín Purpose – The first purpose of this research is to analyze the influence of adaptive selling, as perceived by customers, on customer satisfaction – both with the salesperson and the company – and loyalty to the supplier. In addition, this study aims to examine...

...Nwamaka A. Anaza; Brian Rutherford Purpose – This study aims to examine the satisfaction-loyalty framework on word-of-mouth communications (WOMC) and share-of-purchases in situations where business-to-business (b-t-b) buyers have a relationship with both the salesperson and the selling firm...