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The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships

Carlos Ferro-Soto (Department of Business Organization and Marketing, Vigo University, Vigo, Spain)
Carmen Padin (Department of Applied Economics, Vigo University, Vigo, Spain)
Goran Svensson (Department of Marketing, Kristiania University College, Oslo, Norway)
Nils Høgevold (Department of Marketing, Kristiania University College, Oslo, Norway)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 24 March 2022

Issue publication date: 2 January 2023

266

Abstract

Purpose

This study aims to validate a research model testing trust and commitment as mediators between economic and non-economic satisfaction in sales manager business to business (B2B) relationships.

Design/methodology/approach

Based on a broad range of 242 small-, medium- and large-sized Spanish companies, the data analysis used structural equation modeling by means of the SPSS/AMOS 26.0 software.

Findings

The findings confirm that trust and commitment serve as mediators between economic and non-economic satisfaction in business channel relationships, when adopting a sales perspective.

Practical implications

This study provides managerial support and guidance for assessing satisfaction, trust and commitment from a sales manager perspective in business channel relationships, to create and maintain long-term exchange relationships, with mutual benefits extending to other partners.

Originality/value

The findings shed light on the confusion regarding the nomological framework in models related to the quality of B2B relationships, thus confirming the mediating role of trust and commitment between economic and non-economic satisfaction in business channel relationships, following a sales perspective and considering the dual nature of satisfaction, distinguishing between economic and non-economic satisfaction.

Keywords

Citation

Ferro-Soto, C., Padin, C., Svensson, G. and Høgevold, N. (2023), "The role of trust and commitment as mediators between economic and non-economic satisfaction in sales manager B2B relationships", Journal of Business & Industrial Marketing, Vol. 38 No. 1, pp. 235-251. https://doi.org/10.1108/JBIM-02-2021-0076

Publisher

:

Emerald Publishing Limited

Copyright © 2022, Emerald Publishing Limited

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