Integrating reciprocity into a social exchange model of inter-firm B2B relationships

2019 ◽  
Vol 34 (8) ◽  
pp. 1668-1680 ◽  
Author(s):  
Kevin E. Voss ◽  
Emily C. Tanner ◽  
Mayoor Mohan ◽  
Yong-Ki Lee ◽  
Hong Keun Kim
Keyword(s):  
Social Exchange ◽  
Information Exchange ◽  
Affective Commitment ◽  
Structural Equations ◽  
Exchange Model ◽  
Primary Data ◽  
Content Type ◽  
B2b Relationships ◽  
The Republic

Purpose Reciprocity has traditionally been overlooked in social exchange models of inter-firm relationships. Therefore, this research integrates reciprocity and its antecedents into a social exchange model of inter-firm relationships. Design/methodology/approach The authors collected primary data from a sample of firms in the Republic of Korea using a questionnaire. They also used covariance-based structural equations modeling to fit the model given the proposed conceptualization. Findings Both conceptually and empirically, adding reciprocity and its antecedents to the social exchange model produce results that differ from previously published papers. Specifically, reciprocity affects information exchanged indirectly through both credibility and benevolence trust. In addition, the effect of information exchange mediates the effect of trust on calculative and affective commitment. Research limitations/implications The foundation of long-term inter-firm relationships is quality information exchange, which is based on the development of credibility and benevolence trust, which in turn is based on reciprocity. Thus, reciprocity is a key variable in relationship development. Originality/value To the best of the authors’ knowledge, this paper is among the first to combine reciprocity and its antecedents into a social exchange model that contains trust and commitment. This model provides a bigger picture of how firms develop long-term relationships with their partner firms.

scholarly journals Give and you shall receive: investing in the careers of women professionals

2016 ◽  
Vol 21 (2) ◽  
pp. 193-211 ◽  
Author(s):  
Kate Walsh ◽  
Susan S. Fleming ◽  
Cathy A. Enz
Keyword(s):  
Career Development ◽  
Social Exchange ◽  
Organizational Support ◽  
Women Professionals ◽  
Role Models ◽  
Exchange Model ◽  
Structured Interviews ◽  
Content Type ◽  
Female Professionals

Purpose – The purpose of this paper is to explore what organizations can do to facilitate the retention and advancement of women professionals into top leadership positions. A social exchange framework is applied to examine ways organizations can signal support for and investment in the careers of women professionals, and ultimately the long-term work relationship. Design/methodology/approach – This paper employed a qualitative methodology; specifically, semi-structured interviews with 20 women executives, in primarily the US hospitality industry, were conducted. The interviews were recorded, transcribed, and content analyzed. Findings – Organizations are likely to strengthen the retention of their female professionals if they signal support through purposeful, long-term career development that provides a sightline to the top, and ultimately creates more female role models in senior-level positions. Organizations can also signal support through offering autonomy over how work is completed, and designing infrastructures of support to sustain professionals during mid-career stages. Findings are used to present a work-exchange model of career development. Research limitations/implications – This research is an exploratory study that is limited in its scope and generalizability. Practical implications – The proposed work-exchange model can be used to comprehensively structures initiatives that would signal organizational support to – and long-term investment in – female professionals and enable them to develop their career paths within their organizations. Originality/value – Through offering a work-exchange model of career development, this paper identifies components of organizational support from a careers perspective, and highlights the factors that could potentially contribute to long-term growth and retention of women professionals.

scholarly journals Investigating the Nigerian small and medium enterprises (SMEs)-banking long-term relationship building

2018 ◽  
Vol 36 (1) ◽  
pp. 89-110 ◽  
Author(s):  
Mark Ojeme ◽  
Andrew Robson ◽  
Nigel Coates
Keyword(s):  
Affective Commitment ◽  
Banking Sector ◽  
Small And Medium Enterprises ◽  
Marketing Research ◽  
Structural Equations ◽  
Two Dimensions ◽  
Marginal Effect ◽  
Content Type ◽  
B2b Relationships ◽  
Medium Enterprises

Purpose The purpose of this paper is to evaluate the role of the commitment between small and medium enterprises (SMEs) and their banks in Nigeria from the perspective of the senior SME employees. The antecedents to, and outcomes from, commitment that underpin these crucial business-to-business (B2B) relationships are quantified as part of a proposed relationship model. Design/methodology/approach In total, 850 SMEs located across three Nigerian regions were targeted leading to the achievement of 491 complete surveys. The data collected comprised various validated items from which scales were developed. Data collection was supported by means of face-to-face interviews with senior SME representatives. Confirmatory factor analysis and structural equations modelling (SEM) were employed to validate the research model and quantify the associated relationships. Findings Two dimensions of commitment are relevant here, namely, the affective and calculative components. The key respective antecedents to these commitment dimensions are trust and social bonding for affective commitment and costs related to benefit loss for calculative commitment. Affective commitment has the greater marginal effect on SMEs’ behavioural intentions towards their banks. Research limitations/implications The research could be expanding further in future studies through consideration of the banks’ perspectives alongside those of the SMEs as consumers. Originality/value This lies in the assessment of the relationships’ strengths and characteristics from the perspectives of SMEs as clients, a sector under-represented in relationship marketing research and in a location where B2B relationships have perhaps not been fully supported by their banking sector.

Structural equation modeling of residents' attitudes and tourism development: a SET based - study of the Kashmir region in India

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Aasif Ali Bhat ◽  
Kakali Majumdar
Keyword(s):  
Structural Equation Modeling ◽  
Social Exchange ◽  
Structural Equation ◽  
Social Exchange Theory ◽  
Tourism Development ◽  
Exchange Theory ◽  
Primary Data ◽  
Equation Modeling ◽  
Content Type ◽  
The Social

PurposeThe present study tries to develop a model that assesses the factors that determine support for tourism development by residents of the Kashmir region.Design/methodology/approachPrimary data have been collected (n = 650) from the residents of the top five tourist destinations through a pre-tested questionnaire by a multistage convenient sampling method. A model has been drafted and tested through the technique of structural equation modeling by applying the social exchange theory as a theoretical framework.FindingsThe results revealed that residents who perceived more benefits were more expected to support tourism development, and residents who perceive more costs were less expected to support tourism development, thus supporting the social exchange theory.Originality/valueThe results of this study are extremely useful for the local government and tourism institutions in the future planning of tourism development and also fill the vast gap in the tourism literature with a theoretical base.

Participatory HRM and firm performance

2019 ◽  
Vol 41 (5) ◽  
pp. 1098-1119 ◽  
Author(s):  
Neha Gahlawat ◽  
Subhash C. Kundu
Keyword(s):  
Firm Performance ◽  
Organizational Climate ◽  
Structural Equation ◽  
Affective Commitment ◽  
Intention To Leave ◽  
Employee Attitudes ◽  
Primary Data ◽  
Equation Modeling ◽  
Content Type ◽  
The Relationship

Purpose The purpose of this paper is to examine the relationship between participatory HRM and firm performance through a series of mediators. Design/methodology/approach Primary data were collected from 569 respondents belonging to 207 organizations operating in India. Structural equation modeling and bootstrapping via PROCESS were used to analyze the hypothesized relationships between participatory HRM and firm performance. Findings The study has highlighted that participatory HRM in the form of self-managed teams, flexible work arrangements and empowerment results in better organizational climate, heightened affective commitment, reduced intention to leave and enhanced firm performance. Furthermore, it has been established that organizational climate, affective commitment and intention to leave serially mediate the relationship between participatory HRM and firm performance. Practical implications The study gives strong indications that adopting bundle of participatory HRM practices is beneficial for generating positive organizational climate, enhanced employee attitudes and superior firm performance. Originality/value By establishing serial mediation through organizational climate, affective commitment and employees’ intention to leave, this study brings new insights into the interpretation of underlying mechanism existing between participatory HRM and firm performance, thus uniquely contributes to the HRM and OB literature.

Corporate social responsibility and organizational commitment: effects of CSR attitude, organizational trust and identification

2020 ◽  
Vol 15 (3) ◽  
pp. 255-272
Author(s):  
Nimmy A. George ◽  
Nimitha Aboobaker ◽  
Manoj Edward
Keyword(s):  
Corporate Social Responsibility ◽  
Organizational Commitment ◽  
Social Responsibility ◽  
Social Exchange ◽  
Indirect Effect ◽  
Affective Commitment ◽  
Organizational Trust ◽  
Content Type ◽  
Serial Mediation ◽  
Corporate Social

Purpose Drawing from the social identity theory and social exchange theory, the purpose of this study is to examine the intervening mechanisms linking perceived corporate social responsibility (CSR) and employees’ affective organizational commitment. It is proposed that organizational trust (OT) and organizational identification (OID) would serially mediate the aforementioned relationship. Furthermore, this paper attempts to understand how employees’ attitude toward the importance of CSR (ICSR), moderates the linkages under the focus of this study. Design/methodology/approach This descriptive study was conducted among a sample of 519 employees working in the manufacturing sector in India. Self-reporting standardized questionnaires were administered among the respondents, who were selected through the judgment sampling method. Measurement model analysis was done using IBM AMOS 24.0 and Hayes’ PROCESS macro 3.0 (Models 6 and 84) was used for testing the serial mediation and moderated serial mediation. Findings Results revealed a significant indirect effect of all dimensions of CSR on employees’ affective commitment, serially mediated through OT and OID. The conditional indirect effects varied significantly and it was identified that CSR to customers and CSR to employees had a significant conditional indirect effect on affective commitment, through attitude toward the ICSR, OID and OT. However, the conditional indirect effect of CSR to social and non-social stakeholders on affective commitment was not statistically significant. Originality/value This study is pioneering in conceptualizing and empirically testing an integrated theoretical framework that models the influences of perceived CSR, employees’ attitude toward the ICSR, OID and OT on their affective commitment toward the organization. CSR plays a vital role in strengthening the employer-employee relationship and managers should facilitate a work environment that befits the alignment of organizational and individual ethics and values.

Impact of perceived experiential advertising on customers' responses: a multi-method approach

2020 ◽  
Vol 38 (6) ◽  
pp. 1237-1258
Author(s):  
Caroline Lacroix ◽  
Lova Rajaobelina ◽  
Anik St-Onge
Keyword(s):  
Affective Commitment ◽  
Banking Sector ◽  
Positive Impact ◽  
Structural Equations ◽  
Three Dimensions ◽  
Expression Recognition ◽  
Online Questionnaire ◽  
Content Type ◽  
Brand Credibility ◽  
The Impact

PurposeThis article proposes two studies to demonstrate the impact of three dimensions of perceived experiential advertising – cognitive/affective/sensory advertising, relate advertising and behavioural advertising – on consumer behaviour (brand credibility, affective commitment and emotions) in the banking sector.Design/methodology/approachFor study 1, a total of 506 online panellists of a recognized Canadian research firm were asked to evaluate a local bank advertisement using an online self-reported questionnaire. For study 2, a total of 65 Canadian respondents recruited through Facebook and Google adverts were asked to watch two video advertisements (one more experiential and the other less experiential). After viewing the advertisements on a computer equipped with FaceReader software by Noldus, participants completed a short online questionnaire.FindingsUsing structural equations modelling, the first study shows that brand credibility explains the positive impact of perceived cognitive/affective/sensory advertising (complementary mediation) and perceived behavioural advertising (indirect mediation only) on affective commitment. The second study illustrates that the cognitive/affective/sensory dimension is more important for experiential advertising than experiential advertising. Employing FaceReader facial expression recognition software results indicate that the bank advertisement with a higher score of perceived cognitive/affective/sensory advertising produces a higher level of happiness among respondents.Originality/valueBoth studies provide new insights into perceived experiential advertising and the impact of the latter on consumers. Benefits to scholars and practitioners include an enhanced understanding of advertising effectiveness in the banking sector.

Turnover intention among liquid knowledge workers: a study of Indian insurance professionals

2019 ◽  
Vol 12 (2) ◽  
pp. 288-309
Author(s):  
Piyali Ghosh ◽  
Geetika Goel ◽  
Tanusree Dutta ◽  
Richa Singh
Keyword(s):  
Social Exchange ◽  
Organizational Support ◽  
Turnover Intention ◽  
Affective Commitment ◽  
Knowledge Workers ◽  
Insurance Companies ◽  
Equation Modeling ◽  
Content Type ◽  
Sales Professionals ◽  
Indian Insurance

PurposeThis study aims to analyze how perceived organizational support (POS), perceived supervisor support (PSS) and perceived co-worker support (PCS) as components of social exchange at work influence turnover intention through affective commitment.Design/methodology/approachPerception of sales professionals working in life insurance companies, categorized as liquid knowledge workers, on the study variables was assessed through a questionnaire-based survey. Data on a sample of 212 such professionals across 11 companies were analyzed using structured equation modeling. Maximum likelihood estimate method was used to test the extent of model fit. Mediation has been confirmed through bootstrapping.FindingsResults reveal a significant direct relationship between PSS and turnover intention. POS and PCS were found to have significant indirect effects on turnover intention, mediated by affective commitment.Research limitations/implicationsOverall results prompt the authors to recommend that organizations in insurance business must invest resources in promoting organizational support and also adopt a supportive work culture in which social exchange can easily occur. Level of withdrawal intention among sales professionals can be lowered by establishing emotional bonding with them. Supervisors may also be provided adequate training in soft skills to support their subordinates.Originality/valueThis study has highlighted that support at workplace is a binding force between an employee and his/her organization, and thus it negatively affects his/her withdrawal intention directly or indirectly via affective commitment. This paper stands out in the multitude of existing research as especially the relation of PCS and turnover intention has been explored less. It also adds to the scarce literature available on turnover intention among liquid knowledge workers in Indian insurance sector.

Issues and challenges in implementing the Skill India movement

2019 ◽  
Vol 11 (1) ◽  
pp. 54-67
Author(s):  
Debpriya De
Keyword(s):  
Local Level ◽  
Ground Level ◽  
Round Table ◽  
Primary Data ◽  
Round Table Discussion ◽  
Content Type ◽  
Effective Implementation ◽  
Trained Manpower ◽  
Practical Implications

PurposeThe purpose of this paper is to discuss the issues and challenges that become a hurdle towards implementation of the “Skill India Movement” at the ground level. It is critical to identify the challenges that are faced or experienced by training partners with the National Skill Development Corporation (NSDC), skills councils and other bodies if an effort to resolve the same is to be made.Design/methodology/approachA round-table discussion was organised to seek feedback from all the stakeholders who are directly or indirectly involved in strategising, decision-making and implementing the government’s skills initiative. The primary data were collected through discussions and questionnaires, and the official sites of NSDC andPradhan Mantri Kaushal Vikas Yojna, along with ministry reports, were referred to as well.FindingsThe research is likely to identify gaps in administration of the initiative at various levels and will hopefully provide guidance on removing bottlenecks to achieve effective implementation. It is imperative that the challenges be understood and solutions found, with focus on a long-term sustainable approach, rather than short-term gains for political propaganda purposes alone.Practical implicationsThis paper will try to bring value to the stakeholders by exploring the various measures that can be taken to take this mission in a more meaningful direction and work towards giving more employability to the youth and supporting the respective industry segments with much needed trained manpower.Originality/valueThis study discusses the issues and challenges that are impeding effective implementation of the Skill India initiative at the local level and identifies the gaps in administration. Also, it outlines how bottlenecks could be addressed to ensure that the mission is back on track and that the employability of youth is enhanced.

Applying DEMATEL to assess TRIZ’s inventive principles for resolving contradictions in the long-term care cloud system

2017 ◽  
Vol 117 (6) ◽  
pp. 1244-1262 ◽  
Author(s):  
Dong-Shang Chang ◽  
Shu-Ming Liu ◽  
Yi-Chun Chen
Keyword(s):  
Information Exchange ◽  
Long Term Care ◽  
Cloud System ◽  
Mining System ◽  
Term Care ◽  
Content Type ◽  
Medical Institutions ◽  
The Government ◽  
Complex Relationships

Purpose The purpose of this paper is to find the key innovative principles for evaluating the long-term care (LTC) cloud system by exploring contradictory and complex points in its development. Design/methodology/approach The theory of inventive problem solving (TRIZ) and the decision-making trial and evaluation laboratory (DEMATEL) approaches are integrated to resolve complex contradictions in the system. The heuristic reasoning of TRIZ is applied to obtain innovation principles for an LTC cloud mining system. However, the importance and feasibility of these innovative principles require further assessment. In this study, DEMATEL is employed to clarify the complex relationships among the principles and evaluate their key influences. Findings This paper identifies six primary contradictions and derives 25 innovative principles for the resolution of these conflicts. Further analysis confirms three key innovative principles. First, the government should consider the overall planning of the cloud system platform, followed by the participation of other medical and LTC institutions. Second, the information capability of LTC institutions should be unified by recording the pathology data of care recipients to create an information exchange system. Third, LTC institutions should act in cooperation with medical institutions to provide professional medical capabilities. Originality/value The contributions of this paper are two-fold. First, this study provides an integrated methodology integrating the TRIZ and DEMATEL approaches to resolve LTC problems. Second, this research identifies the key innovative principles for developing an LTC cloud system in Taiwan.

Regional tourism satellite accounts: towards international comparability

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Cristi Frenț ◽  
Douglas C. Frechtling
Keyword(s):  
Primary Data ◽  
Content Type ◽  
Regional Tourism ◽  
Improve Measurement ◽  
National Economic ◽  
Economic Contribution ◽  
Practical Implications ◽  
International Comparability ◽  
Sizable Number

Purpose Despite its popularity as the only method for measuring the national economic contribution of tourism accredited by the United Nations and other multilateral economic institutions, Tourism Satellite Account (TSA) is rarely applied to subnational regions. The purpose of this paper is to examine to what extent the compliance with some general principles that any regional TSA should follow contributes to better international comparability of tourism statistics, one of the main goals of the TSA. Design/methodology/approach Through secondary research, 14 countries have been identified making regional TSA applications by complying most likely with these principles. In this regard, some methodological issues and main results obtained by these countries are investigated. Findings This study concludes that international comparability of TSA compilation data at regional levels should be a long-term goal once congruence is achieved between national and regional TSAs. Research limitations/implications The paper is not based on a primary data collection of TSA data. Practical implications The paper shows that regional TSAs might also be envisaged in the international comparability process of the national TSA data. It provides suggestions for how to use data to improve measurement of the economic contribution of tourism to regions. Originality/value It is the first paper addressing the international comparability of a sizable number of regional TSAs from 14 countries.

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