A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships

Abstract

Purpose

This study aims to verify whether a nomological framework of antecedents and postcedents to satisfaction is valid and reliable in both purchase and sales business relationships.

Design/methodology/approach

In this study snowball sampling was used to identify relevant purchase and sales managers to collect data from two cross-industrial samples in Taiwan pertaining to purchase and sales business relationships.

Findings

The results display the validity and reliability of the nomological framework in both purchase and sales business relationships.

Research limitations/implications

This study verifies the results in previous studies based on purchase business relationships and that the framework also appears to be valid and reliable in sales business relationships.

Practical implications

This study provides purchase and sales managers with insights to assess both their firms' inbound and outbound business relationships in purchases and sales.

Originality/value

This study creates a connection between purchase and sales business literature offering opportunities for further research.

Citation

Guan, J.-L., Lee, T.-R., Mostert, P., Svensson, G. and Høgevold, N.M. (2023), "A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships", Journal of Contemporary Marketing Science, Vol. 6 No. 1, pp. 46-63. https://doi.org/10.1108/JCMARS-02-2022-0003