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The purpose of this paper is to conceptually distinguish between communal and exchange relationship schemata and analyze their dynamic interactions and transformations in multicultural contexts.

Drawing on theories of social capital, social exchange, networks and relational models, the authors propose a framework to conceptualize how the communal and exchange relationship schemata can be transformed, integrated and multiplied under contextual influences, especially in culturally complex settings faced by multinational organizations.

The authors elucidate the dynamic processes of schemata interactions and transformations in relationship management at interpersonal, interorganizational and national levels in a variety of intercultural contexts, including interactions between monoculturals from different cultures and interplay of cultures within biculturals and among multiculturals. The authors explain how schemata integration and fusion can provide competitive advantages in navigating multicultural relationships.

Systematic qualitative and quantitative studies are recommended to further test and refine the proposed ideas regarding the dynamic interactions and transformations of relationship schemata.

This paper presents implications for individuals, country managers and leaders who need to initiate and maintain relationships with culturally different others. The authors highlight the desirability of being aware of one's own relational schema, understanding others' schema, bridging the two schemata as well as fostering integration and fusion of the schemata.

The 2020 global pandemic and various social upheavals around the world highlight the urgency of finding effective mental models to manage relationships. The inclusive and adaptive ways of thinking about relationships can potentially facilitate harmonious connections and conflict resolution.

The authors conceptually disentangle two established relationship schemata and offer a model of their dynamic synergetic transformations.

The purpose of this paper was to explore the relationship among liking, social exchange and supervisor-directed organizational citizenship behavior (OCB).

Employees and their supervisors were surveyed to obtain data from 202 subordinates and 33 supervisors.

Results indicated that liking is positively related to social exchange and supervisor-directed OCB. Contrary to expectations, social exchange did not partially mediate the relationship between liking and citizenship.

A limitation of the study is that it was correlational. The lack of support for mediating effect of social exchange suggests the need for further research with data collected from different sources.

Liking has positive effects on both social exchange relationship and supervisor-directed OCB. Trust is an important element of social exchange. Liking may be an independent source of influence on supervisor-directed OCB.

Liking, an affective variable, may be an important influence in organizational behavior. It represents positive organizational behavior which is currently generating significant scholarly attention.

This study was conducted in the Sultanate of Oman, an Arabian Gulf country. To the authors’ knowledge, this is the first such study done in the region. In this study, the authors include trust as a representative of the quality of relationship between supervisor and subordinates. Unlike leader–member exchange (LMX), trust has rarely been related to liking in previous studies. Study tests for social exchange (including supervisory trust) as a mediator of the relationship between liking and supervisor-directed OCB.

Discusses the validity of classifying transaction and relationship exchanges (and marketing theories) according to whether the selling firm is operating in consumer or industrial markets. It is only recently that relationship marketing, and thus the exchange relationship paradigm, has started to become an alternative approach to consumer markets. Aims at understanding if the work of the Industrial Marketing and Purchasing (IMP) can be applied to end‐user consumer markets. There is a series of reasons behind this decision; however, the most relevant one is trying to bring a very extensive body of theoretical work within the realm of consumer marketing. First, lists the interaction and network approach assumptions (to be associated with the concept of exchange relationships), next, analyzes and reformulates these assumptions and finally, suggests that the interaction and network approach can be applied to consumer markets, showing that both transaction and relationship exchanges may co‐exist in all markets, regardless of the product/service sold or client/ market served.

The purpose of this paper is to examine the impacts of perceived authenticity of organizational behaviors and types of organization-employee relationship (i.e. communal and exchange relationship) on intangible assets of organizations generated by employees’ communicative behaviors (ECBs) (e.g. megaphoning, scouting).

A web-based survey was conducted with full-time 528 employees working in medium- and large-sized companies in the USA.

Results showed that an organization’s authentic behaviors are positively related with employees’ perceived communal relationships, but not with exchange relationships. However, both communal and exchange relationships turned out to increase ECBs: positive megaphoning, negative megaphoning, and scouting. The existence of both communal and exchange relationships was more significant than having only communal relationships in terms of encouraging employees’ active communicative actions.

By building links between employees’ communicative actions and its antecedents, perceived authenticity, types of relationship; this study contributed to the body of knowledge on exchange and communal relationship in the context of employee communication and extended the understanding of motivations of ECBs.

The findings suggest that employees’ communicative actions are highly facilitated by organizations’ authentic behavioral efforts and perceived relationship. To encourage employees’ information seeking and sharing behaviors, for organizational effectiveness, organizations should behave in authentic ways – be trustful, transparent, and consistent – and build both communal and exchange relationship.

This study first attempted to demonstrate the impacts of both communal and exchange relationships for organizations empirically in internal communication and relationship building practices.

In complex buyer-supplier relationships (BSRs), contracts are always incomplete and many of the exchanges non-contractual. Because they occur over a long period of time and include unspecified obligations, non-contractual exchanges might be asymmetrical. The purpose of this paper is to examine BSRs with the aim of identifying the mechanisms that lead to asymmetry in exchanges.

The author conducts an analysis, based on social exchange theory (SET), of six buyer-supplier dyads using the main SET constructs. From this multiple-case analysis the author develops a set of propositions explaining the exchange asymmetry in complex buyer-supplier relations.

The results indicate that self-awareness of the determinants of attractiveness, use of power-balancing mechanisms, and primacy can explain the exchange asymmetry in BSRs.

The analysis is limited on the explanations for exchange asymmetry that are based on SET.

The study highlights the importance of firms using the power-balancing mechanism in order to gain value from supply chain partners. The results show that firms can use attractiveness strategically to influence supply chain partners, but the author also observe that firms generally are not well aware of the determinants of their attractiveness in BSRs, which ignorance may pose a major obstacle to using attractiveness strategically.

The paper provides the first systematic and comprehensive insight to social exchange mechanism in complex BSR. In this paper the author makes a major effort to clarify the basic assumptions and scope of the useful concepts and theoretical constructs of SET, and through a multiple-case study the author form a piece of substantive theory of SET in BSRs.

This study aims to test both customer and supplier performance benefits associated with closer relational exchanges in light of both resource and technological environmental contingencies.

The research involved a survey of 1,170 managers in the pulp and paper industry to understand their relationship with their primary supplier of process control equipment (PCE). Each respondent was asked to provide their views on the closeness of their supplier relationship, the performance gains realized from their supplier relationships, and the linkage between their performance gains and improvements in supplier performance.

The results indicate that although customers may be achieving better performance through closer relationships, suppliers may not always be reaping reciprocal benefits. Specifically, improvements in customer purchasing performance did not result in improved supplier performance, but customer improvements in production performance resulted in supplier performance gains.

The study focused on the exchange of one product line, PCE, within one industry. Further research is necessary to investigate customer‐supplier relationships involving other products such as parts and material incorporated into the customer's end product and crossing multiple industries. In addition, further research is needed to develop and test other potential performance outcomes and environment contingencies.

Since mutual performance improvements may not always be achieved in relational exchanges, this study suggests some critical considerations for suppliers making decisions to pursue closer customer relationships. These important considerations include the competitive nature of the supplier's market, the customer's desired performance improvement, the customer's level of internal expertise or knowledge, and the supplier's ability to provide differentiated products, services and knowledge.

This research aims to predict private club members’ intentions to switch service providers based on the benefit exchange theory through a structural model with a second-order factor.

This study uses a qualitative procedure to develop a functional, social and psychological model based on the benefit exchange and switching intention literatures. A further quantitative analysis surveyed a sample of 366 private club members and assessed the usefulness of this model.

The results of the confirmatory factor analysis and structural equation modeling indicate that social benefits have a stronger impact on switching intention than loss of functional benefits under the context of a high level of interaction between members and between members and service providers. In addition, they confirm the moderating effects of psychological benefits on the relationship between functional benefits and switching intention.

The findings indicate that members are unlikely to switch if there are positive word of mouth and interpersonal interactions between members and the club (social benefits). Even if they are disappointed with the functional benefits of the club’s products or services, they may still choose to stay with it owing to psychological benefits affecting their decision to switch. The findings offer managerial insights into utilizing relationship marketing activities to strengthen interpersonal relationships, word of mouth, trust, commitment and emotional factors to retain members.

This research confirms that the benefit exchange theory can explain members’ intentions to switch from their current clubs and provides valuable recommendations to managers on retaining their clubs’ members. Because the switching intentions of club members have not previously been adequately studied, this study fills an important gap in the literature.

The employee-organization relationship (EOR) has increasingly become a focal point for researchers in organizational behavior, human resource management, and industrial relations. Literature on the EOR has developed at both the individual – (e.g. psychological contracts) and the group and organizational-levels of analysis (e.g. employment relationships). Both sets of literatures are reviewed, and we argue for the need to integrate these literatures as a means for improving understanding of the EOR. Mechanisms for integrating these literatures are suggested. A subsequent discussion of contextual effects on the EOR follows in which we suggest that researchers develop models that explicitly incorporate context. We then examine a number of theoretical lenses to explain various attributes of the EOR such as the dynamism and fairness of the exchange, and new ways of understanding the exchange including positive functional relationships and integrative negotiations. The article concludes with a discussion of future research needed on the EOR.

The comparison processes introduced by Thibaut and Kelly (1959) are fundamental to social exchange theories of power. However, research has focused almost exclusively on only one type of comparison – the comparison between alternative sources of valued rewards (CLalt) – which affects relationship commitment. Thibaut and Kelley also articulated a more general comparison level (CL) that determines relationship satisfaction. We propose that in exchange settings where relationships are not interdependent, the network structure can affect an actor's CL, with subsequent effects on power use. Results of a laboratory experiment offer initial support for this hypothesis and call for greater research on comparison processes within exchange networks.

Purpose – The purpose of this essay is to explore further the concept of value cocreation from a service-ecosystems view, by considering the importance of networks and the configuration of relationships and resources in markets.

Methodology/approach – We use a conceptual approach to extend a service-dominant (S-D) logic, ecosystems view of value cocreation by drawing on the literature regarding networks in marketing and related research.

Findings – A service-ecosystems approach to cocreating value-in-context is proposed, which points toward networks as mediating factors in value cocreation because they influence the ability to access, adapt, and integrate resources by establishing exchange relationships and shaping the social contexts through which value is experienced.

Research implications – This research suggests that value cocreation is a complex and multidimensional process that is best studied in the context of dynamic networks or ecosystems of service exchange.

Practical implications – This research suggests that networks mediate value cocreation, and thus, firms should consider the configurations of relationships and resources to develop more compelling value propositions.

Social implications – This research draws on the idea that exchange relationships are embedded within society and suggests that processes of value cocreation not only draw on but also contribute to the social contexts that frame market exchange.

Originality/value of essay – This research extends the value cocreation and S-D logic literature by exploring the role of networks in service ecosystems. In this framework, networks are mediators of value cocreation because they enable access to resources and help to (re)shape social contexts through which value is derived.