Adopting relationship trust and influence strategy to enhance green customer integration: a social exchange theory perspective

Abstract

Purpose

This study aims to explore how relationship trust and different types of influence strategy (i.e., non-coercive and coercive influence strategy) impact green customer integration (GCI), while investigating the moderating mechanisms of big data development and social capital.

Design/methodology/approach

Following hierarchical linear regression analysis, the authors examine hypothesized relationships by combining survey data from 206 Chinese manufacturers with secondary data.

Findings

The results show that relationship trust positively affects non-coercive influence strategy, while its impact on coercive influence strategy is insignificant. Non-coercive influence strategy has an inverted U-shaped impact on GCI. Furthermore, big data development flattens the inverted U-shaped relationship between non-coercive influence strategy and GCI. Conversely, social capital steepens the inverted U-shaped relationship between non-coercive influence strategy and GCI.

Practical implications

This study sheds light on managers on how to involve customers in GCI through friendly strategies that favor the involvement of customers and the willingness to develop environmentally friendly initiatives.

Originality/value

Although GCI has received widespread attention, how it can be enhanced remains unclear. These findings provide novel insights into the emerging GCI literature and complement social exchange theory.

Citation

Zhou, C., Xia, W. and Feng, T. (2024), "Adopting relationship trust and influence strategy to enhance green customer integration: a social exchange theory perspective", Journal of Business & Industrial Marketing, Vol. 39 No. 8, pp. 1669-1686. https://doi.org/10.1108/JBIM-06-2022-0236