Building Effective Buyer-Seller Dyadic Relationships

Preis, Michael W.; Divita, Salvatore F.; Smith, Amy K.

doi:10.1016/s1069-0964(03)12005-4

Cited by 2 publications

(1 citation statement)

References 56 publications

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“…5. High interpersonal satisfaction is associated with salespeople having specific personality types (Preis, Divita, and Smith 2003). Purchasers should be trained to recognize personality types to prevent confusing interpersonal satisfaction with the salesperson's competence or willingness to extend himself or herself on behalf of the purchaser.…”

Section: Managerial Implicationsmentioning

confidence: 99%

The Impact of Interpersonal Satisfaction on Repurchase Decisions

Preis

2003

J Supply Chain Manag

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SUMMARY Having once made a purchase from a supplier, customer satisfaction has been found to drive buyers’decisions about the firms from which they will repurchase goods or services. Interpersonal satisfaction, the gratification that buyers receive from relationships with salespeople, is an important component of overall customer satisfaction. Even with the growing role of technology in procurement and supply chain management, interpersonal relationships between individual buyers and sellers are an important factor in supplier selection. Other components of overall satisfaction are satisfaction with the product or service and satisfaction with the performance of the supplier. In order to measure the role of these several aspects of overall satisfaction, a survey of Institute for Supply Management™ (ISM) members responsible for making repurchase decisions was conducted. The results demonstrate that satisfaction with the product, satisfaction with the supplier's performance, and satisfaction with the salesperson are correlated with intention to repurchase. Managerial implications of the results are discussed.

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Section: Managerial Implicationsmentioning

confidence: 99%

The Impact of Interpersonal Satisfaction on Repurchase Decisions

Preis

2003

J Supply Chain Manag

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Relationship Selling as a Strategic Weapon for Sustainable Performance

Denga

Vajjhala

Rakshit

2022

Sales Management for Improved Organizational Competitiveness and Performance

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Relationship selling is a strategy of attracting suitable consumers and then establishing, sustaining, and strengthening relationships with them to achieve long-term satisfaction through mutually beneficial partnerships. For a firm to remain competitive over time, it must ensure its strategies are difficult for competitors to duplicate. Thus, relationship selling is leveraged as a tool for achieving sustainable competitive advantage. In today's competitive environment, customer relationships are expected; hence, the establishment and development of relationship metrics is not an anomaly within successful sales organizations. With product quality becoming a universal standard and no longer a major source of competitive advantage, firms are striving to escape the quagmire of the “commodity mentality” that has pervaded the market today. To differentiate themselves, a number of these companies are resorting to relationship selling. This chapter focuses on understanding relationship selling, its components, and processes, as well as how it contributes to sustainable competitive advantage.

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Building Effective Buyer-Seller Dyadic Relationships

Cited by 2 publications

References 56 publications

The Impact of Interpersonal Satisfaction on Repurchase Decisions

The Impact of Interpersonal Satisfaction on Repurchase Decisions

Relationship Selling as a Strategic Weapon for Sustainable Performance

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