Submitting Campus

Daytona Beach


Management, Marketing, & Operations

Document Type


Publication/Presentation Date

Spring 2017


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


The Marketing Management Association