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Full-Text Articles in Business
서비스 실패와 복구 후의 소비자 반응에 관한 연구, So Jin Park
The Differing Effects Of Satisfaction, Trust, And Commitment On Buyer's Behavioral Loyalty: A Study Into The Buyer-Salesperson And Buyer-Selling Firm Relationship In A Business-To-Business Context, Brian Rutherford
Marketing Dissertations
This study is one of the first studies to fully address the relationship that business-to-business buyers have with both the selling firm and salesperson within an integrated model. Finding from this survey research support 14 of the 26 original hypotheses and the 2 additional linkages using structural equation modeling. This study finds that the relationship customers have with the selling firm is a stronger predictor of continuance than the relationship that the buyer has with the salesperson. While this relationship is stronger between the buyer and the selling firm, findings suggest that the salesperson can have a direct negative impact …