Satisfaction, quality and value and effects on repurchase and positive word‐of‐mouth behavioral intentions in a B2B services context

TLDR

Previous research on satisfaction, quality, and value has focused on B2C contexts, whereas this study examines these constructs in a B2B freight‑service setting. The study aims to understand how satisfaction, quality, and value influence repurchase intentions and positive word‑of‑mouth among B2B freight‑service users. A survey of 382 U.S. freight‑service users, preceded by a pilot study, was analyzed using structural equation modeling to test the proposed relationships.

Abstract

Purpose The aim of this article is to provide an understanding of how satisfaction, quality, and value affect repurchase and positive word‐of‐mouth in a business‐to‐business (B2B) setting. Most previous studies in this area apply to business‐to‐consumer (B2C) situations. Design/methodology/approach A survey of 382 users of freight services was undertaken in the USA. An exploratory pilot study was undertaken to gain a better understanding of these users and to test the research instrument. Structural equation modeling was used to test the constructs. Findings The results showing the best‐fit model identified a number of relationships that were unexpected. These are discussed in detail. Practical implications Managers have a model, survey instrument and methodology that service firms can use to establish what they are doing right or wrong to retain customers. Managers are also given guidelines on how to increase customer satisfaction in B2B services. Originality/value This paper deals with these constructs in a B2B service environment.