Building buyer commitment to the salesperson

Brian Rutherford

Journal of Business Research, 2012, vol. 65, issue 7, 960-967

Abstract: The purpose of this study is to examine predictors of buyer's commitment to the salesperson. Using the Geyskens et al. (1999) meta-analysis as a base for hypothesis development, this study examines economic satisfaction, non-economic satisfaction, conflict, trust, and commitment. Further, this study examines four additional linkages based on research since the publication of the meta-analysis. Study findings provide evidence that examining additional linkages beyond those which are examined in the Geyskens et al. meta-analysis are beneficial to explaining buyer–salesperson relationships. The importance of examining economic and relational based constructs is highlighted.

Keywords: Buyer–salesperson relationships; Commitment; Economic satisfaction; Satisfaction; Trust; Conflict (search for similar items in EconPapers)
Date: 2012
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:65:y:2012:i:7:p:960-967

DOI: 10.1016/j.jbusres.2011.05.001

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