Operations and Supply Chain Management Commons^™

The Role Of Prior Sales Experience Of Buyers And Duration In Buyer-Seller Relationships, Scott C. Ambrose, Nwamaka A. Anaza, Brian N. Rutherford

Scott C. Ambrose

This paper examines the impact that a buyer’s prior sales experience and the duration of the buyer-salesperson relationship has on the satisfaction and commitment linkages established within the literature. First, two key facets of satisfaction (social and economic) are linked to buyer’s commitment to the salesperson. Next, buyer-salesperson relationship duration is examined as an influencer between the satisfaction and commitment linkages. Following this, the study shifts its focus to examine if and how buyers with prior sales experience view the buyer-salesperson relationship different than buyers without prior sales experience. Findings of the study highlight the importance of developing our understanding …