Document Type

Article

Publication Date

2012

Publication Title

International Journal of Business Excellence

Volume

5

Issue

4

First Page

429

Last Page

443

DOI

10.1504/IJBEX.2012.047908

Keywords

business to business, B2B, relationship marketing, quality, trust, satisfaction, commitment, coordination, cooperation, continuity, Canada

Abstract

This paper investigates whether satisfaction, in B2B relationships, is a mediating construct between the antecedents, trust and commitment, and subsequent outcomes. Using data from a survey of Canadian managers and executives, the study tested a structural equation model, the trust, commitment, satisfaction (TCS) model, where the antecedent constructs, trust and commitment, are mediated by the satisfaction construct, which in turn influences coordination, cooperation and continuity or ‘consequence’ constructs. The tested model indicated an acceptable fit, validity and reliability. The analysis in the present study reinforces the argument that satisfaction plays a mediating role in creating enduring relationships in business contexts.

Comments

For more works from this journal visit http://www.inderscience.com/jhome.php?jcode=ijbex

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