What is it about?
It describes the conditions under which relational governance (i.e. social bond and trust) spurs (dampens) business-to-business relationships. We found that the efficacy of relational governance disappears in the early stage of the relationship formation and in a situation where a supplier heavily relies on the buyer.
Photo by Rubén Bagüés on Unsplash
Why is it important?
Previous studies on business-to-business relationship predominantly focused on the positive effect of relational governance. However, little has been done to study the other side of the coin. This study shads light on the conditions under which relational governance works or does not work.
Read the Original
This page is a summary of: When Does Relational Exchange Matters? Social Bond, Trust and Satisfaction, Journal of Business-to-Business Marketing, January 2019, Taylor & Francis, DOI: 10.1080/1051712x.2019.1565137.
You can read the full text:
The following have contributed to this page