Commitment in Business-to-Business Relationships Case study: National Iranian Gas Company
Buyer commitment to an exchange relation is a key issue in industrial marketing. Commitment to an exchange has several benefits for buyer and seller such as increasing exchange efficiency, decreasing exchange cost and uncertainty. This article investigates commitment in b2b relationships from perspe...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | fas |
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University of Tehran
2010-09-01
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| Series: | مدیریت بازرگانی |
| Subjects: | |
| Online Access: | https://jibm.ut.ac.ir/article_21720_618c3d78432eeefe76cb09372c6d6a1b.pdf |
| _version_ | 1818057245723721728 |
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| author | Bahram Ranjbarian Hossein Moeini Morteza Shafei Mehdi Yazdanshenas |
| author_facet | Bahram Ranjbarian Hossein Moeini Morteza Shafei Mehdi Yazdanshenas |
| author_sort | Bahram Ranjbarian |
| collection | DOAJ |
| description | Buyer commitment to an exchange relation is a key issue in industrial marketing. Commitment to an exchange has several benefits for buyer and seller such as increasing exchange efficiency, decreasing exchange cost and uncertainty. This article investigates commitment in b2b relationships from perspective of purchasing department managers. In the present study the satisfaction effects of purchasing agent from organizational and personal needs fulfillment by supplier have been analyzed based on four factors including: outcome satisfaction, interaction satisfaction, purchasing manager gate keeping, and sales information control. The results show the impacts of these four factors on purchasing department managers' commitment. The findings suggest the marketers will be able to develop stronger bond with purchasing managers by offering benefit bundles that address both organizational and personal needs. |
| first_indexed | 2024-12-10T12:41:40Z |
| format | Article |
| id | doaj.art-a9b4788c664847bfa77d0c12a1b591a2 |
| institution | Directory Open Access Journal |
| issn | 2008-5907 2423-5091 |
| language | fas |
| last_indexed | 2024-12-10T12:41:40Z |
| publishDate | 2010-09-01 |
| publisher | University of Tehran |
| record_format | Article |
| series | مدیریت بازرگانی |
| spelling | doaj.art-a9b4788c664847bfa77d0c12a1b591a22022-12-22T01:48:31ZfasUniversity of Tehranمدیریت بازرگانی2008-59072423-50912010-09-012521720Commitment in Business-to-Business Relationships Case study: National Iranian Gas CompanyBahram Ranjbarian0Hossein Moeini1Morteza Shafei2Mehdi Yazdanshenas3دانشیار گروه مدیریت دانشگاه اصفهان، ایراندانشجوی دکترای مدیریت بازرگانی دانشگاه اصفهان، ایرانکارشناس ارشد مدیریت بازرگانی دانشگاه اصفهان، ایراندکترای مدیریت بازرگانی دانشگاه اصفهان، ایرانBuyer commitment to an exchange relation is a key issue in industrial marketing. Commitment to an exchange has several benefits for buyer and seller such as increasing exchange efficiency, decreasing exchange cost and uncertainty. This article investigates commitment in b2b relationships from perspective of purchasing department managers. In the present study the satisfaction effects of purchasing agent from organizational and personal needs fulfillment by supplier have been analyzed based on four factors including: outcome satisfaction, interaction satisfaction, purchasing manager gate keeping, and sales information control. The results show the impacts of these four factors on purchasing department managers' commitment. The findings suggest the marketers will be able to develop stronger bond with purchasing managers by offering benefit bundles that address both organizational and personal needs.https://jibm.ut.ac.ir/article_21720_618c3d78432eeefe76cb09372c6d6a1b.pdfB2b relationshipscommitmentInteraction satisfaction.Outcome satisfaction |
| spellingShingle | Bahram Ranjbarian Hossein Moeini Morteza Shafei Mehdi Yazdanshenas Commitment in Business-to-Business Relationships Case study: National Iranian Gas Company مدیریت بازرگانی B2b relationships commitment Interaction satisfaction. Outcome satisfaction |
| title | Commitment in Business-to-Business Relationships
Case study: National Iranian Gas Company |
| title_full | Commitment in Business-to-Business Relationships
Case study: National Iranian Gas Company |
| title_fullStr | Commitment in Business-to-Business Relationships
Case study: National Iranian Gas Company |
| title_full_unstemmed | Commitment in Business-to-Business Relationships
Case study: National Iranian Gas Company |
| title_short | Commitment in Business-to-Business Relationships
Case study: National Iranian Gas Company |
| title_sort | commitment in business to business relationships case study national iranian gas company |
| topic | B2b relationships commitment Interaction satisfaction. Outcome satisfaction |
| url | https://jibm.ut.ac.ir/article_21720_618c3d78432eeefe76cb09372c6d6a1b.pdf |
| work_keys_str_mv | AT bahramranjbarian commitmentinbusinesstobusinessrelationshipscasestudynationaliraniangascompany AT hosseinmoeini commitmentinbusinesstobusinessrelationshipscasestudynationaliraniangascompany AT mortezashafei commitmentinbusinesstobusinessrelationshipscasestudynationaliraniangascompany AT mehdiyazdanshenas commitmentinbusinesstobusinessrelationshipscasestudynationaliraniangascompany |