Continuity, coordination and cooperation as mediators between economic and non-economic satisfaction – a sales perspective
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Date
Authors
Hogevold, Nils M.
Svensson, Goran
Mostert, P.G. (Pierre)
Zietsman, Mariette Louise
Journal Title
Journal ISSN
Volume Title
Publisher
Vilnius Gediminas Technical University Press
Abstract
There is a gap in literature as to how multidimensional satisfaction fits into a nomological
network with continuity, coordination and cooperation. Furthermore, most studies focusing on
these constructs are limited to a buyer perspective. The objective of this study is to fill this gap
by testing a model whereby continuity, coordination and cooperation are regarded as mediators
between economic and non-economic satisfaction specifically within business-sales representative
relationships, thereby establishing a foundation to assess the structural properties between economic
satisfaction and non-economic satisfaction within a business sales context. Managerial implications
offered in the paper were discussed and the practical relevance and implementation thereof validated
by experienced sales directors. This study contributes by revealing that continuity, coordination
and cooperation to some extent mediates separately as well as cumulatively the relationship between
economic satisfaction and non-economic satisfaction within a business sales context. Subsequently,
it contributes by extending our understanding in relation to existing theory and previous studies of
business relationships to a business sales perspective.
Description
Keywords
Economic satisfaction, Non-economic satisfaction, Continuity, Coordination, Cooperation, Business sales relationships
Sustainable Development Goals
Citation
Høgevold, N. M., Svensson, G., Mostert, P., & Zietsman, M. L. (2020). Continuity, coordination and cooperation as mediators between economic and non-economic satisfaction – a sales perspective. Journal of Business Economics and Management, 21(6), 1752-1773. https://doi.org/10.3846/jbem.2020.13506.