Submitting Campus
Daytona Beach
Department
Management, Marketing, & Operations
Document Type
Article
Publication/Presentation Date
Spring 2017
Abstract/Description
This paper examines the impact that a buyer’s prior sales experience and the duration of the buyer-salesperson relationship has on the satisfaction and commitment linkages established within the literature. First, two key facets of satisfaction (social and economic) are linked to buyer’s commitment to the salesperson. Next, buyer-salesperson relationship duration is examined as an influencer between the satisfaction and commitment linkages. Following this, the study shifts its focus to examine if and how buyers with prior sales experience view the buyer-salesperson relationship different than buyers without prior sales experience. Findings of the study highlight the importance of developing our understanding of buyer-salesperson relationships with regards to multi-faceted satisfaction, buyer background, and relationship length.
Publication Title
The Marketing Management Journal
Publisher
The Marketing Management Association
Scholarly Commons Citation
Ambrose, S. C., Anaza, N. A., & Rutherford, B. N. (2017). The Role of Prior Sales Experience of Buyers and Duration in Buyer-Seller Relationships. The Marketing Management Journal, 27(1). Retrieved from https://commons.erau.edu/publication/1122
