The Drivers of Customer Satisfaction with Industrial Goods: An International Study

Cross-Cultural Buyer Behavior

ISBN: 978-0-7623-1412-6, eISBN: 978-1-84950-485-0

ISSN: 1474-7979

Publication date: 2 May 2007


The importance of customer satisfaction as a critical success factor has been recognized by practitioners and academics for several years now. Although customer satisfaction plays an important role in industrial markets due to their special characteristics, most researchers focus on consumer goods or services, leaving industrial goods fairly uncovered. In order to give manufacturers of industrial goods well-founded recommendations on how to reach a high level of satisfaction, the main drivers of customer satisfaction have to be revealed. The identification of these drivers is the primary goal of this study. Taking into account that there has been a change of paradigms in scale development we created a state-of-the-art questionnaire consisting of 15 constructs to be measured with 52 items, which was administered to respondents in 12 countries worldwide. The drivers’ analysis using Partial-Least-Squares (PLS) reveals a lot of penalty-services, whereas only the quality of machines and the quality of quotations offer a significant chance on increasing customer satisfaction, therefore disagreeing with previous results.


Festge, F. and Schwaiger, M. (2007), "The Drivers of Customer Satisfaction with Industrial Goods: An International Study", Taylor, C. and Lee, D. (Ed.) Cross-Cultural Buyer Behavior (Advances in International Marketing, Vol. 18), Emerald Group Publishing Limited, Bingley, pp. 179-207.

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