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Building buyer commitment to the salesperson

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  • Rutherford, Brian

Abstract

The purpose of this study is to examine predictors of buyer's commitment to the salesperson. Using the Geyskens et al. (1999) meta-analysis as a base for hypothesis development, this study examines economic satisfaction, non-economic satisfaction, conflict, trust, and commitment. Further, this study examines four additional linkages based on research since the publication of the meta-analysis. Study findings provide evidence that examining additional linkages beyond those which are examined in the Geyskens et al. meta-analysis are beneficial to explaining buyer–salesperson relationships. The importance of examining economic and relational based constructs is highlighted.

Suggested Citation

  • Rutherford, Brian, 2012. "Building buyer commitment to the salesperson," Journal of Business Research, Elsevier, vol. 65(7), pages 960-967.
    • Handle: RePEc:eee:jbrese:v:65:y:2012:i:7:p:960-967
    DOI: 10.1016/j.jbusres.2011.05.001
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    References listed on IDEAS

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    1. Sunil Sahadev, 2006. "Economic Satisfaction And Relationship Commitment In Channels: The Moderating Role Of Environmental Uncertainty, Collaborative Communication And Coordination Strategy," Working papers 4, Indian Institute of Management Kozhikode.
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    9. Rutherford, Brian & Boles, James & Hamwi, G. Alexander & Madupalli, Ramana & Rutherford, Leann, 2009. "The role of the seven dimensions of job satisfaction in salesperson's attitudes and behaviors," Journal of Business Research, Elsevier, vol. 62(11), pages 1146-1151, November.
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    Cited by:

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