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題名 Always trust in old friends? Effects of reciprocity in bilateral asset specificity on trust in international B2B partnerships
作者 Liu, Yen-Hung Steven
Deligonul, Seyda
Cavusgil, Erin
邱志聖
Chiou, Jyh-Shen
貢獻者 國貿系
關鍵詞 Interorganizational relationship management; Social exchange theory; Transaction cost analysis; Relationship duration; Reciprocity; Trust
日期 2018-09
上傳時間 24-Jul-2018 17:28:14 (UTC+8)
摘要 Grounded in Social Exchange Theory (SET), this study is motivated by two unresolved issues. First, scholars find mixed results on how relationship duration facilitates business-to-business (B2B) trust. The lack of consensus results from the assumption that relationship duration is a measure of prior trust-building efforts. We contend that trust-building lies in exchanges between B2B partners, and relationship duration moderates the effects of reciprocal exchanges. Second, although Transaction Cost Analysis (TCA) is one of the most used theoretical lens in the study of B2B trust, TCA is criticized for neglecting the exchange process in B2B trust-building. To provide clarity to these issues, we validate the expectation that bilateral asset specificity constitutes social exchange processes, which communicate goodwill reciprocity and equivalence reciprocity. Empirical findings suggest that, within bilateral asset specificity: (1) achieving goodwill reciprocity always enhances trust, regardless of the duration contingency; and (2) violating equivalence reciprocity impairs trust over the duration.
關聯 Journal of Business Research,Volume 90, Pages 171-185
資料類型 article
DOI https://doi.org/10.1016/j.jbusres.2018.05.012
dc.contributor 國貿系
dc.creator (作者) Liu, Yen-Hung Stevenen_US
dc.creator (作者) Deligonul, Seydaen_US
dc.creator (作者) Cavusgil, Erinen_US
dc.creator (作者) 邱志聖zh_TW
dc.creator (作者) Chiou, Jyh-Shenen_US
dc.date (日期) 2018-09
dc.date.accessioned 24-Jul-2018 17:28:14 (UTC+8)-
dc.date.available 24-Jul-2018 17:28:14 (UTC+8)-
dc.date.issued (上傳時間) 24-Jul-2018 17:28:14 (UTC+8)-
dc.identifier.uri (URI) http://nccur.lib.nccu.edu.tw/handle/140.119/118875-
dc.description.abstract (摘要) Grounded in Social Exchange Theory (SET), this study is motivated by two unresolved issues. First, scholars find mixed results on how relationship duration facilitates business-to-business (B2B) trust. The lack of consensus results from the assumption that relationship duration is a measure of prior trust-building efforts. We contend that trust-building lies in exchanges between B2B partners, and relationship duration moderates the effects of reciprocal exchanges. Second, although Transaction Cost Analysis (TCA) is one of the most used theoretical lens in the study of B2B trust, TCA is criticized for neglecting the exchange process in B2B trust-building. To provide clarity to these issues, we validate the expectation that bilateral asset specificity constitutes social exchange processes, which communicate goodwill reciprocity and equivalence reciprocity. Empirical findings suggest that, within bilateral asset specificity: (1) achieving goodwill reciprocity always enhances trust, regardless of the duration contingency; and (2) violating equivalence reciprocity impairs trust over the duration.en_US
dc.format.extent 662600 bytes-
dc.format.mimetype application/pdf-
dc.relation (關聯) Journal of Business Research,Volume 90, Pages 171-185
dc.subject (關鍵詞) Interorganizational relationship management; Social exchange theory; Transaction cost analysis; Relationship duration; Reciprocity; Trusten_US
dc.title (題名) Always trust in old friends? Effects of reciprocity in bilateral asset specificity on trust in international B2B partnershipsen_US
dc.type (資料類型) article
dc.identifier.doi (DOI) 10.1016/j.jbusres.2018.05.012
dc.doi.uri (DOI) https://doi.org/10.1016/j.jbusres.2018.05.012