The link between salespeople's job satisfaction and customer satisfaction in a business-to-business context: a Dyadic analysis

Article Abstract:

The factors that drive customer satisfaction in business-to-business marketing are the characteristics of the firm's offer and most importantly the salespeople's job satisfaction. The relationship between salespeople's job satisfaction and customer satisfaction is found to be strong in the case of high frequency of customer interaction, high intensity of customer integration into the value-creating process and high product/service innovativeness.

Management dynamics, Consumer Behavior, Marketing Management, Administration of Marketing, Management, Business-to-business market, Business to business market, Company business management, Consumer behaviour

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Customers' reactions to price increase: do customer satisfaction and perceived motive fairness matter?

Article Abstract:

The relationship between customer satisfaction and the magnitude of a price increase and the repurchase intention of the customer after the price increase is examined. Results indicate that the negative impact of the magnitude of a price increase is weakened with the increase in customer satisfaction.

Pricing Policy, Pricing, Product price

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How to get lost customers back?

Article Abstract:

Research in customer relationship management is often focused on customer retention, but some companies do try to regain relationships with their lost customers. A theoretical discussion and empirical analysis of factors that promote the success of relationship revival activities is provided.

Analysis, Customer relationship management, Report

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