The effect of social conflict on relationship loyalty in business markets

This study examines the impact of perceived social conflict on existing buyer–seller relationships. The results indicate that as the level of social conflict increases, perceptions about the loyalty of the relationship decrease. Perceived importance of the relationship had no impact on conflict or r...

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Bibliographic Details
Published in:Industrial marketing management 2007, Vol.36 (1), p.59-67
Main Authors: Plank, Richard E., Newell, Stephen J.
Format: Article
Language:English
Subjects:
Business services
Business to business commerce
Business-to-business selling
Buyer–seller relationships
Correlation analysis
Loyalty
Marketing
Relationship loyalty
Sales management
Social conflict
Social conflicts
Studies
Vendor supplier relations
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Summary:This study examines the impact of perceived social conflict on existing buyer–seller relationships. The results indicate that as the level of social conflict increases, perceptions about the loyalty of the relationship decrease. Perceived importance of the relationship had no impact on conflict or relationship loyalty. Ramifications of these findings for selling, sales management, and sales training are discussed.
ISSN:0019-8501
1873-2062
DOI:10.1016/j.indmarman.2005.03.012