The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China

Newell, Stephen J.; Wu, Bob; Leingpibul, Duke; Yang, Jiang

doi:10.1080/08853134.2016.1190656

Cited by 24 publications

(25 citation statements)

References 76 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…In many studies, the salesperson's role in relationship quality is significant (Hall, Lam, Mullins, Ahearne, & Boichuk, 2014;Hennig-Thurau & Klee, 1997;Kaufman, Jayachandran, & Rose, 2006;Newell, Wu, Leingpibul, & Jiang, 2016). In a study on customer retention, customer satisfaction and relationship quality was found to have a positive influence on customer retention (Hennig-Thurau & Klee, 1997)…”

Section: Dimensions Of Relationship Qualitymentioning

confidence: 99%

Relationship Quality in the Hospitality Industry: Critical Review and Future Directions

Harish¹,

Thomas²

2019

Res. Bus.

View full text Add to dashboard Cite

In the highly competitive hotel industry, relationship management is of utmost importance. Not only effective relationship management helps loyalty and repurchase, but it is also found to have a direct influence on organizational performance. The effect of relationship management is dependent on the construct of relationship quality. The aim of the paper is to critically analyze the existing literature on the antecedents and outcomes of Relationship Quality in the context of hospitality industry.

show abstract

Section: Dimensions Of Relationship Qualitymentioning

confidence: 99%

Relationship Quality in the Hospitality Industry: Critical Review and Future Directions

Harish¹,

Thomas²

2019

Res. Bus.

View full text Add to dashboard Cite

show abstract

“…One of the keys to a successful relationship in business is trust. Trust is the concept that allows for individuals or organizations to rely on a business to fill their promises (Newell, Wu, Leingpibul, & Jiang, 2016). In business negotiations are handled through contracts; however, if one does not believe the other business is reliable, they will not want to be involved, with or without a contract.…”

Section: Trustmentioning

confidence: 99%

“…Another key to long-term business relationships is the loyalty shown between the two businesses. Loyalty is being faithfully committed to the best interest of both parties and the continuation of the relationship (Newell, Wu, Leingpibul, & Jiang, 2016). When in business, it is important to know that both parties are dedicated to seeing prosperous outcomes for both, rather than only themselves.…”

Section: Loyaltymentioning

confidence: 99%

“…The final major key to business relationships is the sales expertise each business has. Sales expertise is the knowledge, skill, or competency that an individual or business retains (Newell, Wu, Leingpibul, & Jiang, 2016). While a business could be operating on a large scale, they might not possess the knowledge, skill, or competency necessary to be successful.…”

Section: Sales Expertisementioning

confidence: 99%

See 1 more Smart Citation

How Does Culture Affect International Business Between The United States and China?

2019

JMDC

View full text Add to dashboard Cite

For businesses in the United States it is crucial to understand the cultural differences between the United States and China. As found in previous studies with the Hofstede model, the two countries rate oppositely on multiple measures. This study researched how private corporations understand and utilize cultural training between the two countries. It also analyzed how trust, loyalty, and sales expertise are perceived between the two countries. Conducting interviews with global managers in a private company allowed for deductions regarding primary concerns with conducting business with China. Concerns regarding intellectual property and trust were main focuses in the results.

show abstract

“…2.6 | Salesperson's green expertiseInterpersonal trust and salesperson expertise are critical in developing successful B2B relationships (cf Newell, Wu, Leingpibul, & Jiang, 2016)…”

mentioning

confidence: 99%

Green marketing as an environmental practice: The impact on green satisfaction and green loyalty in a business‐to‐business context

et al. 2021

View full text Add to dashboard Cite

Many companies have developed a green marketing strategy, aimed at promoting and selling green environmental products. While the majority of articles on this topic report on studies in a business-to-consumer setting, this research focusses on the impact of green marketing strategies on the satisfaction and loyalty of professional buyers in a business-to-business setting. Hypotheses were tested with survey data from 148 Dutch professional purchasers in the cleaning industry. The results emphasize the impact and importance of product quality, product price and corporate image. The most notable and strong impact on satisfaction and loyalty was found for the salesperson expertise.

show abstract

The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China

Cited by 24 publications

References 76 publications

Relationship Quality in the Hospitality Industry: Critical Review and Future Directions

Relationship Quality in the Hospitality Industry: Critical Review and Future Directions

How Does Culture Affect International Business Between The United States and China?

Green marketing as an environmental practice: The impact on green satisfaction and green loyalty in a business‐to‐business context

Contact Info

Product

Resources

About