IDEAS home Printed from https://ideas.repec.org/a/avo/emipdu/v26y2017i2p501-516.html
   My bibliography  Save this article

Examination Of The Relationship Between Effective Communication, Salespeople`S Satisfaction With Their Manager And Customer Relationship Development

Author

Listed:
  • Erik Ruzic

    (Juraj Dobrila University of Pula)

  • Dragan Benazic

    (Juraj Dobrila University of Pula)

  • Sanja Dolenec

    (Juraj Dobrila University of Pula)

Abstract

Customer relationship development represents a strategic goal for most organizations in contemporary market. In achieving this goal, salespeople as boundary spanners are crucial and particularly successful when highly satisfied. Satisfaction with manager is a part of the components that impact the overall employee satisfaction. Accordingly, sales manager’s attitudes, behavior and skills (such as communication skills) can significantly impact their subordinates’ satisfaction through their satisfaction with manager. The main aim of the study is to explore the relations between the components of effective manager’s communication (i.e. listening skills, open communication and effective feedback) and satisfaction with sales manager, as well as the relations between the above satisfaction with manager and customer relationship development. The results will provide deeper insights into the said relationships in the sales context. Moreover, the beneficiaries of the study would be sales managers that can provide the impetus to improve communication with subordinates in order to achieve greater satisfaction among subordinates with the management and the overall satisfaction with the final goal to eventually positively impact the relationship with the organization`s customers.

Suggested Citation

  • Erik Ruzic & Dragan Benazic & Sanja Dolenec, 2017. "Examination Of The Relationship Between Effective Communication, Salespeople`S Satisfaction With Their Manager And Customer Relationship Development," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 26(2), pages 501-516, december.
    • Handle: RePEc:avo:emipdu:v:26:y:2017:i:2:p:501-516
    as

    Download full text from publisher

    File URL: https://hrcak.srce.hr/clanak/282067
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Claes Cassel & Peter Hackl & Anders Westlund, 1999. "Robustness of partial least-squares method for estimating latent variable quality structures," Journal of Applied Statistics, Taylor & Francis Journals, vol. 26(4), pages 435-446.
    2. Petri Böckerman & Pekka Ilmakunnas, 2012. "The Job Satisfaction-Productivity Nexus: A Study Using Matched Survey and Register Data," ILR Review, Cornell University, ILR School, vol. 65(2), pages 244-262, April.
    3. Gudergan, Siegfried P. & Ringle, Christian M. & Wende, Sven & Will, Alexander, 2008. "Confirmatory tetrad analysis in PLS path modeling," Journal of Business Research, Elsevier, vol. 61(12), pages 1238-1249, December.
    4. Brikend AZIRI, 2011. "Job Satisfaction, A Literature Review," Management Research and Practice, Research Centre in Public Administration and Public Services, Bucharest, Romania, vol. 3(4), pages 77-86, December.
    5. Homburg, Christian & Stock, Ruth, 2004. "The Link Between Sales People’s Job Satisfaction and Customer Satisfaction in a Business-to-Business Context: A Dyadic Analysis," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 35550, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    6. Javalgi, Rajshekhar G. & Hall, Kenneth D. & Cavusgil, S. Tamer, 2014. "Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions," International Business Review, Elsevier, vol. 23(6), pages 1193-1202.
    7. Homburg, Christian & Stock, Ruth, 2004. "The Link between Sales People’s Job Satisfaction and Customer Satisfaction in a Business-to-Business Context: A Dyadic Analysis," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 60486, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    8. E. Brian Faragher & M. Cass & Cary L. Cooper, 2013. "The Relationship between Job Satisfaction and Health: A Meta-Analysis," Palgrave Macmillan Books, in: Cary L. Cooper (ed.), From Stress to Wellbeing Volume 1, chapter 12, pages 254-271, Palgrave Macmillan.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Harmancioglu, Nukhet & Grinstein, Amir & Goldman, Arieh, 2010. "Innovation and performance outcomes of market information collection efforts: The role of top management team involvement," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 33-43.
    2. Katsikea, Evangelia & Theodosiou, Marios & Morgan, Robert E., 2015. "Why people quit: Explaining employee turnover intentions among export sales managers," International Business Review, Elsevier, vol. 24(3), pages 367-379.
    3. Jalal Rajeh Hanaysha, 2017. "Impact of Social Media Marketing, Price Promotion, and Corporate Social Responsibility on Customer Satisfaction," Jindal Journal of Business Research, , vol. 6(2), pages 132-145, December.
    4. Müller-Stewens, Benedikt & Widener, Sally K. & Möller, Klaus & Steinmann, Jan-Christoph, 2020. "The role of diagnostic and interactive control uses in innovation," Accounting, Organizations and Society, Elsevier, vol. 80(C).
    5. Jalal Hanaysha, 2016. "Testing the effects of food quality, price fairness, and physical environment on customer satisfaction in fast food restaurant industry," Journal of Asian Business Strategy, Asian Economic and Social Society, vol. 6(2), pages 31-40, February.
    6. Kwan Soo Hong & DonHee Lee, 2018. "Impact of operational innovations on customer loyalty in the healthcare sector," Service Business, Springer;Pan-Pacific Business Association, vol. 12(3), pages 575-600, September.
    7. Verbeke, W.J.M.I. & Belschak, F.D. & Bakker, A.B. & Dietz, H.M.S., 2008. "When Intelligence is (Dys)Functional for Achieving Sales Performance," ERIM Report Series Research in Management ERS-2008-034-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    8. Jeevan Jyoti & Jyoti Sharma, 2012. "Impact of Market Orientation on Business Performance: Role of Employee Satisfaction and Customer Satisfaction," Vision, , vol. 16(4), pages 297-313, December.
    9. Wangenheim, Florian v. & Evanschitzky, Heiner & Wunderlich, Maren, 2007. "Does the employee-customer satisfaction link hold for all employee groups?," Journal of Business Research, Elsevier, vol. 60(7), pages 690-697, July.
    10. Kamran Azeem, 2018. "Impact of Effective Logistic Management on Organizational Performance," KASBIT Business Journals (KBJ), Khadim Ali Shah Bukhari Institute of Technology (KASBIT), vol. 11(1), pages 95-109, December.
    11. Yee, Rachel W.Y. & Guo, Yujuan & Yeung, Andy C.L., 2015. "Being close or being happy? The relative impact of work relationship and job satisfaction on service quality," International Journal of Production Economics, Elsevier, vol. 169(C), pages 391-400.
    12. Yang, Qian & Zhao, Xiande, 2016. "Are logistics outsourcing partners more integrated in a more volatile environment?," International Journal of Production Economics, Elsevier, vol. 171(P2), pages 211-220.
    13. Mark Ojeme, 2017. "Assessing the Impact of Relationship Length in the SMEs and Bank Association," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 9(5), pages 17-27, October.
    14. Yin Chen & Yong Long & Jianyin Bai, 2019. "Effect of Positional Embeddedness on Tour Supplier Integration: Chinese Evidence," Sustainability, MDPI, vol. 11(20), pages 1-21, October.
    15. Dorothea Wahyu Ariani, 2015. "Employee Satisfaction and Service Quality: Is There Relations?," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 6(3), pages 33-44, September.
    16. Singhapakdi, Anusorn & Sirgy, M. Joseph & Lee, Dong-Jin, 2010. "Is small business better than big business for marketing managers?," Journal of Business Research, Elsevier, vol. 63(4), pages 418-423, April.
    17. Hamada Fawzy Thabet Abuzid & Muzaffar Abbas, 2017. "Banks Performance and Impact of Market Orientation Strategy: Do Employee Satisfaction and Customer Loyalty Augment this Relationship?," International Review of Management and Marketing, Econjournals, vol. 7(2), pages 60-66.
    18. Yee, Rachel W.Y. & Yeung, Andy C.L. & Cheng, T.C.E., 2011. "The service-profit chain: An empirical analysis in high-contact service industries," International Journal of Production Economics, Elsevier, vol. 130(2), pages 236-245, April.
    19. Gong, Taeshik & Park, JungKun & Hyun, Hyowon, 2020. "Customer response toward employees’ emotional labor in service industry settings," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    20. Stock-Homburg, Ruth & Özbek-Potthoff, Gülden & Wagner, Marina Melanie, 2012. "Soziale Medien im Personalmanagement," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 66(1), pages 28-48.

    More about this item

    Keywords

    customer relationship development; satisfaction with sales manager; listening; open communication; feedback;
    All these keywords.

    JEL classification:

    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:avo:emipdu:v:26:y:2017:i:2:p:501-516. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Nebojsa Stojcic (email available below). General contact details of provider: https://edirc.repec.org/data/oedubhr.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.