Purpose

This study aims to propose a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms.

Design/methodology/approach

A descriptive research design was applied and data was gathered from 389 respondents across industries and different-sized services firms in Norway using a self-administered questionnaire.

Findings

Results show that the proposed six-dimensional framework of organisational and environmental indicators can be applied to manage seller–customer relationships in a business-to-business environment.

Research limitations/implications

A six-dimensional framework of organisational and environmental indicators is tested successfully in services firms.

Practical implications

Increasingly, services firms will need to work closely with business-to-business sellers to proactively adapt to market changes through a co-creation approach to build long-term seller–customer relationships.

Originality/value

To the best of the authors’ knowledge, no previous study has focused on relationship marketing in business-to-business relationships that proposes a conceptual framework based on organisational and environmental indicators of business-to-business sellers’ sales performance in services firms.

中文翻译：

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服务公司 B2B 卖家销售业绩的组织和环境指标

目的

本研究旨在提出一个基于企业对​​企业卖方在服务公司的销售业绩的组织和环境指标的概念框架。

设计/方法/方法

应用了描述性研究设计，并使用自我管理的问卷从挪威各行业和不同规模的服务公司的 389 名受访者那里收集了数据。

发现

结果表明，所提出的组织和环境指标的六维框架可用于管理企业对企业环境中的卖方-客户关系。

研究限制/影响

服务公司成功地测试了组织和环境指标的六维框架。

实际影响

服务公司将越来越需要与 B2B 卖家密切合作，通过共同创造的方式主动适应市场变化，建立长期的卖家-客户关系。

原创性/价值

据作者所知，以前没有研究关注企业对企业关系中的关系营销，它提出了一个基于企业对​​企业卖家在服务公司销售业绩的组织和环境指标的概念框架。