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dc.contributor.authorShanka, Mesay Sata
dc.contributor.authorBuvik, Arnt
dc.date.accessioned2022-11-10T09:59:38Z
dc.date.available2022-11-10T09:59:38Z
dc.date.created2019-02-06T14:43:56Z
dc.date.issued2019
dc.identifier.citationJournal of Business-to-Business Marketing. 2019, 26 (1), 57-74.en_US
dc.identifier.issn1051-712X
dc.identifier.urihttps://hdl.handle.net/11250/3031101
dc.description.abstractPurpose: The extant literature on business-to-business relationship has shown that trust, relationship duration, and social bond are the key drivers of relationship satisfaction. Notwithstanding, studies on the examination of when and why these variables translate into successful relationship are still scarce and need further exploration. This research investigates the conditions under which trust and social bonds influence satisfaction in a business-to-business relationship. Design/methodology/approach: The data were collected from 159 footwear producers using a structured questionnaire. Four hypotheses were developed and tested using hierarchical multiple regression. Findings: The authors found support for all hypotheses. Social bonds and longevity are crucial in enhancing supplier relationship satisfaction. Likewise, the role of social bonds in inducing supplier satisfaction heightens over time. However, the positive association between exchange partner trustworthiness and supplier satisfaction works well only in high degree of dependence situation. Research limitations/implications: The study was based on the report on monadic data and cross-sectional design. Future research should adopt longitudinal design to overcome the shortcomings. Theoretical implications: This study advances the social exchange theory (SET) by elucidating the condition in which social bonds and trust fail to produce relationship satisfaction. Social bonds fail to enhance relationship satisfaction at the beginning of the relationship. Moreover, trust alone cannot be good enough to boost relationship satisfaction in a lose dependence context. Managerial implications: This study acclaimed a relationship-driven approach as the best choice for those firms who aspire to build a good relationship with their exchange partner. Managers should understand how and when to develop a strong social relationship with their trading partners, and recognize the situations in which to deal with honest and fair business partners in an exchange relationship. Originality/Contribution: This is one of the very few studies, which have been conducted to investigate the conditions under which the relational variable influences satisfaction in a businessto-business relationships context. It expanded the boundary of the current literature as it investigated the moderating role of relationship duration and dependence in the relationship between relational constructs and relationship satisfaction. Keywords: Social exchange theory, social bonds, trust, relationship duration, relationship satisfaction, industrial marketing, business marketingen_US
dc.language.isoengen_US
dc.titleWhen does relational exchange matters? Social bond, trust and satisfactionen_US
dc.typePeer revieweden_US
dc.typeJournal articleen_US
dc.description.versionacceptedVersionen_US
dc.source.pagenumber57-74en_US
dc.source.volume26en_US
dc.source.journalJournal of Business-to-Business Marketingen_US
dc.source.issue1en_US
dc.identifier.doi10.1080/1051712X.2019.1565137
dc.identifier.cristin1674115
cristin.ispublishedtrue
cristin.fulltextpostprint
cristin.qualitycode1


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