IDEAS home Printed from https://ideas.repec.org/a/taf/servic/v33y2013i13-14p1381-1401.html
   My bibliography  Save this article

The mediating role of commitment in healthcare B2B marketing

Author

Listed:
  • Yong Seok Sohn
  • Kenny Y. Seung
  • Sang Yun Seo
  • Sung Eun Kim

Abstract

Business to business transactions in pharmaceutical and healthcare industries may differ from those in other industries in terms of relational marketing factors such as customer acquisition and retention. Purchasing representatives, including medical physicians, may differ in their levels of commitment; this difference plays a mediating role in satisfaction, dependence, and intention to repurchase. This article begins by analyzing the structural relationships among these three variables: commitment, satisfaction, and dependence. The relationships are dichotomized into two dimensions: individual and organizational, and marketing performance is measured as repurchase intention. A critical literature review was conducted to identify key variables and derive their constructs. The subsequent empirical analyses have far-reaching implications from a marketing perspective.

Suggested Citation

  • Yong Seok Sohn & Kenny Y. Seung & Sang Yun Seo & Sung Eun Kim, 2013. "The mediating role of commitment in healthcare B2B marketing," The Service Industries Journal, Taylor & Francis Journals, vol. 33(13-14), pages 1381-1401, October.
  • Handle: RePEc:taf:servic:v:33:y:2013:i:13-14:p:1381-1401
    DOI: 10.1080/02642069.2013.763930
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1080/02642069.2013.763930
    Download Restriction: Access to full text is restricted to subscribers.

    File URL: https://libkey.io/10.1080/02642069.2013.763930?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Elgiz Yılmaz Altuntaş & Esin Cumhur Yalçın, 2023. "COVID-19 Pandemic Learning: The Uprising of Remote Detailing in Pharmaceutical Sector Using Sales Force Automation and Its Sustainable Impact on Continuing Medical Education," Sustainability, MDPI, vol. 15(11), pages 1-29, June.
    2. Ioannis Charalampidis & Alexandros Xanthopoulos & Anastasios Diamantidis & Prodromos Chatzoglou, 2023. "Public Perception of Green Supply Chains and Its Impact on Customer Behavior: An Empirical Analysis," Sustainability, MDPI, vol. 15(23), pages 1-18, November.

    More about this item

    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:taf:servic:v:33:y:2013:i:13-14:p:1381-1401. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Chris Longhurst (email available below). General contact details of provider: http://www.tandfonline.com/FSIJ20 .

    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.