Sequential relationship dynamics between budget performance, sales performance and satisfaction in B2B service providers: a comparison of hierarchical and non-hierarchical models
Examines the relationships between budget performance, sales performance, and satisfaction in B2B service providers, indicating key implications for sales improvement.
Key Points
The aim is to explore how budget performance impacts sales performance and satisfaction among B2B service providers.
Targeted B2B service providers in Norwegian firms within service-based sectors.
Employed both hierarchical and non-hierarchical models to analyze relationships.
Investigated the mediating role of absolute performance between budget performance and satisfaction.
Budget performance significantly predicts both relative and absolute sales performance.
Absolute performance mediates the relationship between budget performance and both financial and social satisfaction.
Relative performance does not directly affect satisfaction outcomes.