A nomological framework of antecedents and postcedents to satisfaction in purchase and sales business relationships
Journal of Contemporary Marketing Science
ISSN: 2516-7480
Article publication date: 19 April 2023
Issue publication date: 5 May 2023
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.
Keywords
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
Publisher
:Emerald Publishing Limited
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