Social Exchange Theory and Research on Business-to-Business Relational Exchange

  title={Social Exchange Theory and Research on Business-to-Business Relational Exchange},
  author={C. Jay Lambe and C. Michael Wittmann and Robert E. Spekman},
  journal={Journal of Business-to-Business Marketing},
  pages={1 - 36}
ABSTRACT Social exchange theory (SET) has been used extensively by marketing scholars to explain business-to-business relational exchange. Despite its popularity as a theoretical explanatory mechanism, there is no recent literature review that delineates SET's foundational premises, how it has been used in the marketing literature, and its theoretical limitations. This article provides such a review and is intended to assist researchers who wish to use SET to examine business-to-business… Expand
Key account management in business-to-business relationship: identifying top K persuaders using singular value decomposition
Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-businessExpand
Relational Norms in Interfirm Exchanges: From Transactional Cost Economics to the Service-Dominant Logic
Purpose: This article investigates the implication and importance of the service-dominant (S-D) logic to the increasingly relevant study and practice of Interorganizational relational exchange. ItExpand
Business-to-business social exchange relationship beyond trust and commitment
• Extended social exchange theory in application to the business to business relationship between destination management companies and meeting planners.
Buyer-Supplier Relationships and the effect of Power Balance on Innovative Knowledge Exchange
Companies seeking higher levels of innovation have focused on ways to advance Buyer-Supplier relationships in terms of knowledge exchange. Building from theories of Transactional Cost and SocialExpand
Do social capital and relationship quality matter to the key account management effectiveness?
The purpose of this paper is to investigate the influence of social capital and relationship quality on key account management (KAM) effectiveness.,Based on the literature, the authors designed aExpand
Relational Antecedents and Consequence of Key Account Management Performance: A Review, Framework and Research Agenda
The present paper traces the issue of key account management performance which has regarded as a pressing concern of many supplier companies’ sales efforts. Based on the social exchange theory,Expand
How does relationship quality sustain the rich world’s poorest businesses?
Abstract A social bank has been argued as a viable solution to empower disadvantaged business customers through a long-term relationship. Despite the importance of business relationship, there isExpand
Trust, power and transaction costs in B2B exchanges — A socio-economic approach
The advent of the Internet has enabled organisations to reconfigure their inter-organisational relationships. This study presents three frameworks to analyse the outcome that the use of InternetExpand
The effect of equity on value co-creation in business relationships
  • Samir Gupta, Jing Zhou, Shanfei Feng, M. Nyadzayo
  • Business
  • Journal of Business & Industrial Marketing
  • 2021
Purpose This study aims to investigate how the relationship factors, including equity, shared responsibility and relationship dependence leverage the value co-creation. The research studies theExpand
Scientific review of the Social Exchange Theory and its contribution to solving purchasers’ decision making issues
The objective of this thesis is to analyze the contribution of the Social Exchange Theory (SET) to purchasers’ decision making issues. The SET is a very influential theory having its roots centuriesExpand


Dyadic Business Relationships within a Business Network Context
In business-to-business settings, dyadic relationships between firms are of paramount interest. Recent developments in business practice strongly suggest that to understand these businessExpand
Asymmetrical Commitment in Business Relationships
Abstract Previous studies on the nature of close business relationships have emphasized the advantages of close and integrated long-term relationships. Accordingly, most definitions of relationalExpand
Ethical and Legal Foundations of Relational Marketing Exchanges
Previous study of exchange by marketing scholars has emphasized events and conditions leading to and the outcomes of exchange interaction. However, limited attention has been directed toward the roleExpand
Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective
The scope of research on interorganizational exchange behavior in the marketing channels literature has been very limited, in part because of an incomplete conceptual framework. What is urgentlyExpand
An integrated model of buyer-seller relationships
Relationships in business markets are increasingly important in many companies’ operating strategies. A five-stage framework integrates the constructs most often examined in empirical relationshipExpand
Interfirm Adaptation in Business Relationships
On the basis of social exchange theory and the resource-dependence model, a structural model of interfirm adaptation is formulated. The model accounts for mutual adaptation as a consequence ofExpand
Relationship marketing and distribution channels
The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power toExpand
The Changing Role of Marketing in the Corporation
New organization forms, including strategic partnerships and networks, are replacing simple market-based transactions and traditional bureaucratic hierarchical organizations. The historical marketingExpand
Competing through relationships: Grounding relationship marketing in resource‐advantage theory
A common element of all views of relationship marketing is the “co‐operate‐to‐compete” thesis. That is, to be an effective competitor often requires one to be an effective co‐operator. OneExpand
Corporate values and the marketing concept: examining interfunctional relationships
This study examined the quality of the inter-functional relationships between the marketing and production functions from the perspective of the marketing in three contexts — inter-functionalExpand