The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Social Exchange Theory and Research on Business-to-Business Relational Exchange
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 relational exchange.
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Cites
Coase, R. H. (1937) · Economica · doi:10.1111/j.1468-0335.1937.tb00002.x · Cited by 23,972
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741
The use of pledges to build and sustain commitment in distribution channels
Anderson, E., & Weitz, B. (1992) · Journal of Marketing Research · doi:10.1177/002224379202900103 · Cited by 3,431
Dyadic Business Relationships within a Business Network Context
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Bagozzi, R. P. (1975) · Journal of Marketing · doi:10.2307/1250593 · Cited by 1,648
Cited by
Mora Cortez, R., & Johnston, W. J. (2020) · Industrial Marketing Management · doi:10.1016/j.indmarman.2020.05.004 · Cited by 472
Do experience and engagement matter to millennial consumers?
Khan, I., Fatma, M., Kumar, V., & Amoroso, S. (2021) · Marketing Intelligence & Planning · doi:10.1108/mip-01-2020-0033 · Cited by 63
Likeability and its effect on outcomes of interpersonal interaction
Pulles, N. J., & Hartman, P. (2017) · Industrial Marketing Management · doi:10.1016/j.indmarman.2017.06.008 · Cited by 53
İçsel pazarlamanın yaratıcı çalışan performansı üzerindeki etkisinde narsist liderliğin rolü
KAYNAK, İ., AKILLIBAŞ, E., & ÇİÇEK, B. (2022) · Business & Management Studies: An International Journal · doi:10.15295/bmij.v10i2.2014 · Cited by 4
Metadata
- Authors
- Lambe, C. J., Wittmann, C. M., & Spekman, R. E.
- Venue
- Journal of Business-to-Business Marketing
- Publisher
- Informa UK Limited
- Published
- 2001-06-22
- Volume
- 8
- Issue
- 3
- Pages
- 1-36
- ISSN
- 1051-712X (ISSN-L)
- 1547-0628
- OpenAlex
- W1974491633
- Cited by
- 715
- References
- 7
- FWCI
- 4.48
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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