Sustaining Success in B2B Partnerships: Exploring Intention to Continue the Relationship

Budiarto Tedja (), Mochammad Al Musadieq, Edy Yulianto and Andriani Kusumawati
Additional contact information
Budiarto Tedja: Faculty of Administrative Science, Brawijaya University, Malang 65145, Indonesia
Mochammad Al Musadieq: Faculty of Administrative Science, Brawijaya University, Malang 65145, Indonesia
Edy Yulianto: Faculty of Administrative Science, Brawijaya University, Malang 65145, Indonesia
Andriani Kusumawati: Faculty of Administrative Science, Brawijaya University, Malang 65145, Indonesia

Sustainability, 2024, vol. 16, issue 10, 1-13

Abstract: This study aimed to analyze the influence of service quality, relationship marketing, perceived value, and satisfaction on intention to continue relationships in the business-to-business context of lubricant companies in Indonesia. We utilized the theoretical perspectives of the Social Exchange Theory and Expectation–Confirmation Theory. The research sample comprised 135 distributors of lubricant companies in Indonesia selected through saturated sampling. Data collection employed a survey method, and data were analyzed using PLS-SEM. The results indicate that service quality and relational marketing significantly affect perceived value while perceived value significantly influences satisfaction. However, the direct influence of perceived value on the intention to continue relationships was not significant. Conversely, satisfaction was found to have a significant positive influence on the intention to continue relationships. These findings underscore the importance of integrating sustainability principles into service quality, relationship marketing, and satisfaction strategies to foster long-term business relationships in the B2B context within the lubricant industry in Indonesia.

Keywords: service quality; relationship marketing; perceived value; satisfaction; intention to continue relationship; B2B (search for similar items in EconPapers)
JEL-codes: O13 Q Q0 Q2 Q3 Q5 Q56 (search for similar items in EconPapers)
Date: 2024
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://www.mdpi.com/2071-1050/16/10/4211/pdf (application/pdf)
https://www.mdpi.com/2071-1050/16/10/4211/ (text/html)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:gam:jsusta:v:16:y:2024:i:10:p:4211-:d:1396483

Access Statistics for this article

Sustainability is currently edited by Ms. Alexandra Wu

More articles in Sustainability from MDPI
Bibliographic data for series maintained by MDPI Indexing Manager ().