Online citations, reference lists, and bibliographies.
← Back to Search

The Effects Of The Salesperson’s Characteristics On Buyer-seller Relationships

Yong-hoon Choi, Ying Huang, B. Sternquist
Published 2015 · Business

Cite This
Download PDF
Analyze on Scholarcy
Share
Purpose – This paper aims to examine the influence of the salesperson’s characteristics (organizational commitment [OC] and disposition to innovate) on buyer’s behaviors in buyer – supplier relationships. A model is proposed depicting the effects of the salesperson’s OC and disposition to innovate on buyer’s long-term orientation and opportunism through partner-specific value to the buyer. Design/methodology/approach – Data were collected from 155 sales professionals of Japanese manufacturers. Structural equation modeling was used to analyze the data. Findings – As predicted, the salesperson’s OC and disposition to innovate enhance buyer’s long-term orientation through providing partner-specific value to the buyer, and in turn, buyer’s long-term orientation mitigates opportunism. Practical implications – The salesperson plays an important role for developing and maintaining Buyer-seller relationships. Based on authors’ results, firms should promote salespeople’s OC because a highly committed salesperson i...
This paper references
10.2307/3172514
ANTECEDENTS AND CONSEQUENCES OF SALESPERSON JOB SATISFACTION: META ANALYSIS AND ASSESSMENT OF CAUSAL EFFECTS
S. P. Brown (1993)
10.1177/002224299205600203
Do Norms Matter in Marketing Relationships?
Jan B. Heide (1992)
10.1016/J.JBUSRES.2009.04.019
Asset specificity's impact on outsourcing relationship performance: A disaggregated analysis by buyer–supplier asset specificity dimensions
G. Vita (2010)
10.1016/J.INDMARMAN.2005.08.006
From relationships to partnerships—new forms of cooperation between buyer and seller
Olaf Ploetner (2006)
10.1509/jmkr.43.4.580
The Role of Relational Embeddedness in Retail Buyers' Selection of New Products
Peter Kaufman (2006)
10.1509/jimk.13.2.28.64860
Guanxi, Trust, and Long-Term Orientation in Chinese Business Markets
D. Lee (2005)
10.1016/S0019-8501(99)00081-4
Relationship Promoters: Driving Forces for Successful Customer Relationships
A. Walter (1999)
10.1016/J.JOM.2006.05.010
Bridging organization theory and supply chain management: The case of best value supply chains
D. Ketchen (2007)
10.1509/jmkr.40.2.210.19223
Specific Investments in Marketing Relationships: Expropriation and Bonding Effects
A. Rokkan (2003)
10.5465/256069
Organizational Commitment: A Comparison of American, Japanese, and Korean Employees
F. Luthans (1985)
10.1037/0033-2909.108.2.171
A review and meta-analysis of the antecedents, correlates, and consequences of organizational commitment
J. Mathieu (1990)
10.1177/0092070303255636
Role stressors and customer-oriented boundary-spanning behaviors in service organizations
L. A. Bettencourt (2003)
10.1108/02635570310497620
An analysis of the relationship between quality and perceived innovation: "the case of financial firms"
F. Montes (2003)
10.1287/ORSC.8.6.612
Holding Distribution Channel Relationships Together: The Role of Transaction-Specific Assets and Length of Prior Relationship
Allen M. Weiss (1997)
10.2307/3323905
The Evolution of Cooperation
R. Axelrod (1984)
10.1016/0167-2681(88)90036-4
Transaction costs as determinants of opportunism in integrated and independent sales forces
E. Anderson (1988)
10.1177/002224299005400407
Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships
Thomas Noordewier (1990)
10.2307/2391824
Investments and Involvements as Mechanisms Producing Commitment to the Organization
M. E. Sheldon (1971)
10.1111/j.1467-8551.2009.00654.x
The Safeguarding Effect of Governance Mechanisms in Inter-Firm Exchange: The Decisive Role of Mutual Opportunism
Marjolein C. J. Caniëls (2010)
10.1016/0148-2963(94)90056-6
What constitutes a transaction-specific asset?: An examination of the dimensions and types
Ritu Lohtia (1994)
10.1177/0092070304264989
Firm-to-firm and interpersonal relationships: Perspectives from advertising agency account managers
Diana L. Haytko (2004)
10.1108/08858620910966318
Manufacturers' intention to extend the relationships with distributors
A. Ono (2009)
10.1080/00213624.1987.11504638
The Economic Institutions of Capitalism
W. Dugger (1987)
10.1177/002224379603300405
Controlling Supplier Opportunism in Industrial Relationships
Rodney L. Stump (1996)
10.2307/256069
RESEARCH NOTES ORGANIZATIONAL COMMITMENT: A COMPARISON OF AMERICAN, JAPANESE, AND KOREAN EMPLOYEES
F. Luthans (1985)
10.1086/466922
Vertical Integration, Appropriable Rents, and the Competitive Contracting Process
B. Klein (1978)
10.1111/J.1936-4490.1999.TB00693.X
Determinants of Commitment and Opportunism: Integrating and Extending Insights from Transaction Cost Analysis and Relational Exchange Theory
A. Joshi (2009)
10.1509/JMKG.71.3.1
Rethinking Customer Solutions: From Product Bundles to Relational Processes
Kapil R. Tuli (2007)
10.2307/3172548
ALLIANCES IN INDUSTRIAL PURCHASING - THE DETERMINANTS OF JOINT ACTION IN BUYER-SUPPLIER RELATIONSHIPS
Jan B. Heide (1990)
10.1509/jmkg.64.2.51.17995
Managing Marketing Channel Opportunism: The Efficacy of Alternative Governance Mechanisms
J. R. Brown (2000)
10.1016/J.JBUSRES.2008.08.003
Asset specificity roles in interfirm cooperation: Reducing opportunistic behavior or increasing cooperative behavior? ☆
S. Lui (2009)
10.1016/S0019-8501(96)00153-8
Supplier relationships: Emerging issues and challenges
J. Sheth (1997)
10.1177/0092070301291001
The role of interpersonal liking in building trust in long-term channel relationships
C. Nicholson (2001)
10.1108/08858620910986703
Role identity and attributions of high‐performing salespeople
Michelle D. Steward (2009)
10.1108/IJRDM-03-2015-0039
The effectiveness of power-dependence management in retailing
K. Takashima (2016)
10.1177/002224299806200306
Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance
S. MacKenzie (1998)
10.1037/0021-9010.88.5.879
Common method biases in behavioral research: a critical review of the literature and recommended remedies.
P. M. Podsakoff (2003)
10.5860/choice.35-0996
Commitment in the Workplace: Theory, Research, and Application
J. Meyer (1997)
10.2307/1252085
Transaction Cost Analysis: Past, Present, and Future Applications
A. Rindfleisch (1997)
10.2307/1252309
Learning orientation, working smart, and effective selling
H. Sujan (1994)
10.2307/2393356
Comparative Economic Organization: The Analysis of Discrete Structural Alternatives
O. Williamson (1994)
10.1177/002224298504900111
Organizational Commitment and Marketing
S. Hunt (1985)
10.2307/2065200
The External Control of Organizations: A Resource Dependence Perspective.
R. Stern (1978)
10.2307/1251430
A Conceptual Model of Service Quality and Its Implications for Future Research
A. Parasuraman (1985)
Building a learning organization.
D. Garvin (1993)
10.2307/1402480
Multivariate data analysis
J. Hair (1972)
10.1177/002224298805200103
The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels
Jan B. Heide (1988)
10.1016/J.JRETAI.2005.03.004
Customer-oriented boundary-spanning behaviors: Test of a social exchange model of antecedents
L. A. Bettencourt (2005)
10.2307/1252265
Determinants of Long-Term Orientation in Buyer-Seller Relationships:
S. Ganesan (1994)
10.1177/0092070304270729
Contractual governance, relational governance, and the performance of interfirm service exchanges: The influence of boundary-spanner closeness
R. J. Ferguson (2005)
10.5465/256883
The institutionalization and evolutionary dynamics of interorganizational alliances and networks.
R. Osborn (1997)
10.1509/jmkg.71.4.172
A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance
Robert W. Palmatier (2007)
10.2307/3172490
The Use of Pledges to Build and Sustain Commitment in
E. Anderson (1992)
10.2307/2393203
Assessing Construct Validity in Organizational Research
R. Bagozzi (1991)
10.1016/J.JBUSRES.2003.09.010
Examining customer value perceptions of organizational buyers when sourcing from multiple vendors
A. Liu (2005)
10.1509/jmkr.37.2.227.18735
Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment
Sandy D. Jap (2000)
10.1177/0092070399273001
The contingent effect of specific asset investments on joint action in manufacturer-supplier relationships: An empirical test of the moderating role of reciprocal asset investments, uncertainty, and trust
A. Joshi (1999)
10.1016/J.JBUSRES.2004.03.002
The role of commitment in foreign–Japanese relationships: mediating performance for foreign sellers in Japan
Ritu Lohtia (2005)
10.1177/002224299405800106
Interorganizational Governance in Marketing Channels
Jan B. Heide (1994)
The new science of sales force productivity.
Dianne Ledingham (2006)
10.2307/1252107
Governance value analysis and marketing strategy
Mrinal Ghosh (1999)
Antecedents and consequences of salesperson job satisfaction: Meta-analysis and assessment of
S. P. Brown (1993)
10.2307/1251126
Developing buyer–seller relationships.
F. Dwyer (1987)



This paper is referenced by
10.1108/JBIM-05-2015-0101
Rational and emotional factors of customer satisfaction and brand loyalty in a business-to-business setting
M. Elsäßer (2017)
10.2478/mmcks-2018-0016
Salespeople’s innovativeness: a driver of sales performance
A. Ferdinand (2018)
10.1057/s41288-020-00172-9
The role of distribution channels in market discipline for the life insurance industry
T. Chen (2020)
10.1108/JBIM-04-2016-0066
Exploring the dark side of cooperative buyer-seller relationships
R. Grandinetti (2017)
10.2139/ssrn.3282280
Criteria of Successful Career in Sales: Sales Managers Perspective
Violeta Cvetkoska (2016)
10.1108/JBIM-03-2017-0057
The dark side of technology: examining the impact of technology overload on salespeople
Duleep Delpechitre (2019)
Salesforce Automation: An Examination of Issues
R. Mayberry (2015)
10.1108/IJRDM-03-2015-0039
The effectiveness of power-dependence management in retailing
K. Takashima (2016)
10.1080/1046669X.2019.1658011
The impact of retail buyer innovativeness on suppliers’ adaptive selling in Japanese buyer–supplier relationships
Changju Kim (2018)
10.1515/BSRJ-2017-0008
How to Choose Your Next Top Salesperson: Multiple-Criteria Approach
Cvetkoska Violeta (2017)
10.14807/IJMP.V9I2.713
The Influence of the Seller’s Performance on the Consumer Purchase of Clothes and Personal Care, Toiletries and Cosmetics Products
Denise Luciana Rieg (2018)
10.1515/bsrj-2017-0008
How to Choose Your Next Top Salesperson: Multiple-Criteria Approach
Violeta Cvetkoska (2017)
UNIVERSITY OF CAPE COAST PERSONAL SELLING STRATEGY AND MARKET SHARE: EVIDENCE FROM WATER PRODUCING FIRMS IN GHANA BY CURTIS BRIGHT ADDO
Sam Jonah Library (2018)
10.1108/JBIM-08-2015-0151
The influences of suppliers on buyer market competitiveness: an opportunism perspective
Yu-Xiang Yen (2017)
Semantic Scholar Logo Some data provided by SemanticScholar