The DOI matches its Crossref record; 48 of the 48 references it cites were found in a registry or an index.
Relationship Velocity: Toward a Theory of Relationship Dynamics
Abstract
The dynamic components of relational constructs should play an important role in driving performance. To take an initial step toward a theory of relationship dynamics, the authors introduce the construct of commitment velocity—or the rate and direction of change in commitment—and articulate its important role in understanding relationships. In two studies, the authors demonstrate that commitment velocity has a strong impact on performance, beyond the impact of the level of commitment. In Study 1, modeling six years of longitudinal data in a latent growth curve analysis, the authors empirically demonstrate the significance of commitment velocity as a predictor of performance. In Study 2, the authors use matched multiple-source data to investigate the drivers of commitment velocity. Both customer trust and dynamic capabilities for creating value through exchange relationships (i.e., communication capabilities for exploring and investment capabilities for exploiting opportunities) affect commitment velocity. However, trust and communication capabilities become less impactful as a relationship ages, while investment capabilities grow more important. The authors offer three post hoc tenets that represent initial components of a theory of relationship dynamics that integrates two streams of relationship marketing research into a unified perspective.
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Citations
Cites
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
Exploration and Exploitation in Organizational Learning
March, J. G. (1991) · Organization Science · doi:10.1287/orsc.2.1.71 · Cited by 21,942 · cited 5×
“The results show that trust, communication, and investment capabilities influence commitment velocity; capabilities drive velocity by enabling the continual exploration (through communication) and exploitation (through investment) of opportunities (March 1991).”
BackgroundInfluentialNot So Different After All: A Cross-Discipline View Of Trust
Rousseau, D. M., Sitkin, S. B., Burt, R. S., & Camerer, C. (1998) · Academy of Management Review · doi:10.5465/amr.1998.926617 · Cited by 10,274
The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage
Dyer, J. H., & Singh, H. (1998) · Academy of Management Review · doi:10.5465/amr.1998.1255632 · Cited by 9,943
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Developmental Processes of Cooperative Interorganizational Relationships
Ring, P. S., & van de Ven, A. H. (1994) · The Academy of Management Review · doi:10.2307/258836 · Cited by 4,914
Subjective probability: A judgment of representativeness
Kahneman, D., & Tversky, A. (1972) · Cognitive Psychology · doi:10.1016/0010-0285(72)90016-3 · Cited by 4,851
Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.4.136 · Cited by 2,601
Self-citationDeveloping and Maintaining Trust in Work Relationships
Lewicki, R. J., & Bunker, B. B. (1996) · Trust in Organizations: Frontiers of Theory and Research · doi:10.4135/9781452243610.n7 · Cited by 2,595
Determinants of Continuity in Conventional Industrial Channel Dyads
Anderson, E., & Weitz, B. (1989) · Marketing Science · doi:10.1287/mksc.8.4.310 · Cited by 2,368
Cited by
Resource-based theory in marketing
Kozlenkova, I. V., Samaha, S. A., & Palmatier, R. W. (2014) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0336-7 · Cited by 882
Self-citationAn Emerging Theory of Avatar Marketing
Miao, F., Kozlenkova, I. V., Wang, H., Xie, T., & Palmatier, R. W. (2022) · Journal of Marketing · doi:10.1177/0022242921996646 · Cited by 688
Self-citationTechnology-driven service strategy
Huang, M.-H., & Rust, R. T. (2017) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-017-0545-6 · Cited by 263
Buyers’ perceived switching costs and switching: a meta-analytic assessment of their antecedents
Pick, D., & Eisend, M. (2014) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-013-0349-2 · Cited by 173
Walsh, G., Schaarschmidt, M., & Ivens, S. (2017) · Journal of Product & Brand Management · doi:10.1108/jpbm-07-2016-1267 · Cited by 69
Metadata
- Authors
- Palmatier, R. W., Houston, M. B., Dant, R. P., & Grewal, D.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2013-01
- Volume
- 77
- Issue
- 1
- Pages
- 13-30
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2059944908
- Cited by
- 358
- References
- 48
- FWCI
- 34.03
- Type
- journal article
- Language
- en
- Open access
- closed
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- Palmatier, R. W., Houston, M. B., Dant, R. P., & Grewal, D. (2013). Relationship Velocity: Toward a Theory of Relationship Dynamics. Journal of Marketing. https://doi.org/10.1509/jm.11.0219
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
