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The purpose of this paper is to better understand the main effects of agent conscientiousness and reciprocity norm and the interaction effect of these two factors on layoff decisions in firm‐employee relationships.

A scenario‐based experiment with 331 business professionals was conducted and three regression models were run to test three hypotheses proposed in the paper.

The norm of reciprocity reduces decision‐making agents' tendency to lay off employees in the face of an environmental change. In addition, the norm of reciprocity interacts with decision‐making agents' conscientiousness in influencing their layoff decision.

The limitations of this study are the use of single‐agent decision scenario and the specific focus on one aspect of agent personality – conscientiousness and its collective influence on layoff decisions. In a broader picture, the results of this study support the cross‐level analytical approach to investigating organizational phenomena, in which individual‐level and organizational‐level factors interact and determine organizational outcomes.

Recruiting and promoting managers who exhibit high levels of conscientiousness, coupled with proactively cultivating the norm of reciprocity with employees, are critical to a firm's thrust in attaining and sustaining stakeholder management practices with the emphasis on employees' well‐being.

While the extant literature focuses largely on the effects of layoff and the individual perceptions of downsizing and layoff, this paper examines what actually influences decision‐making agents' layoff decisions. The paper expands the literature by investigating the impacts of agent conscientiousness and reciprocity norm on layoff decisions.

The purpose of this paper is to better understand the main effects of agent conscientiousness and reciprocity norm and the interaction effect of these two factors on contract adjustment decisions in buyer-supplier relationships.

Two scenario-based experiments with college students and business professionals were conducted. Three regression models were run to test three hypotheses proposed in the paper.

The limitations of this study are the use of single-agent decision scenarios and the specific focus on one aspect of agent personality – i.e. conscientiousness and its collective influence on contract adjustment decisions. In a broader picture, the results of this study support the cross-level analytical approach to investigating marketing channel relationships, in which individual-level and organizational-level factors interact and determine decision outcomes in business exchanges.

Recruiting and promoting managers who exhibit high levels of conscientiousness, coupled with proactively cultivating the norm of reciprocity with suppliers, are critical to a firm's thrust in attaining and sustaining marketing channel management practices with the emphasis on reciprocity-based exchange relationships.

While the extant literature focuses largely on interfirm governance and contract enforcement, this study examines what actually influences decision-making agents' contract adjustment decisions. This study expands the marketing literature by investigating the impacts of agent conscientiousness and reciprocity norm on contract adjustment decisions.

This research investigated how biological scientists' perceived academic reputation, community trust, and norms all influence their perceived academic reciprocity, which eventually leads to their data sharing intentions.

A research model was developed based on the theory of collective action, and the research model was empirically evaluated by using the Structural Equation Modeling method based on a total of 649 survey responses.

The results suggest that perceived academic reputation significantly increases perceived community trust, norm of data sharing, and academic reciprocity. Also, both perceived community trust and norm of data sharing significantly increases biological scientists' perceived academic reciprocity, which significantly affect their data sharing intentions. In addition, both perceived community trust and norm of data sharing significantly affect the relationship between perceived academic reciprocity and data sharing intention.

This research shows that the theory of collective action provides a new theoretical lens for understanding scientists' data sharing behaviors based on the mechanisms of reputation, trust, norm, and reciprocity within a research community.

This research offers several practical implications for facilitating scientists' data sharing behaviors within a research community by increasing scientists' perceived academic reciprocity through the mechanisms of reputation, trust, and norm of data sharing.

The collective action perspective in data sharing has been newly proposed in this research; the research sheds light on how scientists' perceived academic reciprocity and data sharing intention can be encouraged by building trust, reputation, and norm in a research community.

The purpose of this theoretical chapter is to rework a promising but limited theory of the foundations of reciprocity. Reciprocity is often attributed to an “internalized norm of reciprocity” – a deeply felt moral obligation to help those who have helped us in the past. Leifer's theory of local action develops a radically different and compelling foundation for reciprocity – one in which the impetus for reciprocity is a thinly veiled battle for status. We rework the theory to offer a new one that addresses its limitations. The key idea is that the impetus for reciprocity is the desire to signal that one intends to create joint value rather than to capture it from the counterparty.

Our analytical approach rests on close examination of a puzzling and underrecognized feature of social exchange: people who initiate social exchange routinely deny giving anything of value (“it was nothing”) while the receiver inflates their indebtedness to the giver (“this is too much!”). We refer to this negotiation strategy as reverse bargaining and use it as a window into the logic of social exchange.

We develop a more general theory of how people manage the threat of opportunism in social exchange that subsumes local action theory. The key insight is that people who initiate social exchange and seek reciprocity must balance two competing objectives: to ensure that the person receiving a benefit recognizes a debt she must repay; and to mitigate the receiver's suspicion that the giver's ulterior motive is to capture value from the receiver.

The purpose of this paper is to investigate how the factors from environmental level and personal level influence the knowledge sharing behavior and community participation.

This research study, which consisted of 394 valid respondents who were members of the Yambol online test community, used online survey to collect data. This research used the structural equation modeling to analyze the data with good model fit.

The results of this research showed the following: the anticipated reciprocal relationship, norm of reciprocity, and anticipated extrinsic rewards had a significant and positive effect on knowledge sharing behavior, respectively; knowledge sharing behavior had a significant and positive effect on community participation; knowledge sharing self-efficacy was the mediator between anticipated extrinsic rewards and knowledge sharing behavior; and community identification moderated the relationship between knowledge sharing behavior and community participation.

This study was a cross-sectional study. Future research can employ a longitudinal study to conduct long-term observations of knowledge sharing behavioral changes among members of the Yambol online test community. Moreover, this study applied social cognitive theory as the basis to explore the antecedents of knowledge sharing behavior of members of the Yambol online test community. Future research can apply a broad range of behavioral theory or combinations of research variables to explore comprehensive factors of knowledge sharing behavior.

From a managerial standpoint, this study can assist professional online learning community in understanding the antecedents of knowledge sharing behavior and community participation from personal and environmental level.

Yambol online test community managers can enhance reciprocity relationship between members in the emotional level. In addition, Yambol online test community managers can use the appropriate norm of reciprocity to strengthen the trust of community members and enhance the knowledge sharing behavior of community members in the rational level.

First, most scholars viewed knowledge sharing from perspectives of corporate, organizational, or a typical internet community, but rarely applied a perspective from a professional online learning community to conduct research. Therefore, this research focussed on professional online learning community as the research subject. Second, the literature review revealed that reciprocity divided into anticipated reciprocal relationship and norm of reciprocity. Previous studies have used anticipated reciprocal relationship or norm of reciprocity as research aspects for examining reciprocity; however, no other study has evaluated both concurrently. Third, studies on the behavioral dimension have included knowledge sharing behavior and community participation. This study examined the influence of knowledge sharing behavior on community participation. Additionally, community identification was the moderator of the effect of knowledge sharing behavior on community participation.

This study aims to explore the process that, from abusive supervision, leads to the different kinds of workplace deviant behaviors, using the norm of negative reciprocity as the main mechanism that can trigger this process.

This study is based on a literature review from organizational behavior and reciprocity fields and builds a theoretical model on the relationship between abusive supervision and workplace deviance within organizations.

This study develops a theoretical model where abusive supervision causes a feeling of injustice, which can motivate employees to seek revenge in the form of workplace deviant behaviors. Moreover, negative direct balanced reciprocity will moderate the relationship between the desire for revenge and minor interpersonal workplace deviance; negative direct non-balanced reciprocity will moderate the relationship between the desire for revenge and severe interpersonal workplace deviance; negative generalized balanced reciprocity will moderate the relationship between the desire for revenge and minor organizational workplace deviance; negative generalized non-balanced reciprocity will moderate the relationship between the desire for revenge and severe organizational workplace deviance.

Previous studies have used negative reciprocity as a moderator, but for the first time, it is split in direct and generalized and in balanced and non-balanced. In particular, when direct negative reciprocity is present, the revenge will take the form of interpersonal workplace deviance; when generalized negative reciprocity is present, the revenge will take the form of organizational workplace deviance. On the other side, when balanced reciprocity is present, revenge will take the form of minor workplace deviance, while when non-balanced reciprocity is present, revenge will take the form of severe workplace deviance.

Understanding how to develop users’ word of mouth to promote a virtual community (VC) is an important issue in VC management. The purpose of this paper is to investigate the factors that lead to VC participation and promotion from a social influence perspective.

This research recruited 368 VC (i.e., Fashion Guide) members in Taiwan and used structural equation model to test research hypotheses.

The results showed that both shared vision and language positively influenced norm of reciprocity and social identity, respectively. Norm of reciprocity and social identity influenced VC participation intentions, and subsequently resulted in VC promotion intentions.

Prior studies neglect investigating the relationships between the three social influence processes (internalization, compliance and identification). This study contributes to the literature by proposing that internalization affects VC participation and promotion via compliance and identification.

The purpose of this paper is to examine the impact of role ambiguity, norms of reciprocity and ethical policy on the insurance agents’ attitude and intention toward selling insurance to high-risk customers.

This study employed partial least squares regression analyses to test the hypothesized relationships in the conceptual model. To ensure that the questionnaires captured the concept as intended, customer risk status and the level of insurance premium were mentioned literally in the scenario.

The findings indicated that the insurance agents’ attitude toward high-risk customers has a significant association with the insurance agents’ behavioral intention. Norms of reciprocity and ethical policy have a significant relationship with the attitude and intention.

High-risk customers may want to buy more insurance. In this case, an adverse selection problem could occur when the insurers lack customer information prior to the insurance transaction. The insurance agents are important marketing channels in the insurance industry. They seek out new customers, gather customer information, and are expected to act in the best interest of the customers. Yet, the insurance agents’ attitude toward high-risk customers is seldom mentioned in the studies on insurance marketing and regulation. This research may make some contributions to the relevant literature because there are few studies in this field.

The aim of this study is to investigate how social media users' experience of seeking emergency information affects their engagement intention toward emergency information with a reciprocity framework integrated with information adoption model.

Drawing on reciprocity theory, indebtedness theory, and information adoption model, an integrative research model is developed. This study employs a questionnaire survey to collect data of 325 social media users in China. Structural equation modeling analyses are conducted to test the proposed theoretical model.

Social media users' experience of seeking emergency information has a strong effect on their perceived information usefulness and indebtedness, while perceived information usefulness further influences community norm, indebtedness, and engagement intention. The authors also found that perceived information usefulness mediates the relationships between experience of seeking emergency information and community norm/indebtedness.

This study offers a new perspective to explain social media users' engagement intention in the diffusion of emergency information. This study contributes to the literature by extending the theoretical framework of reciprocity and applying it to the context of emergency information diffusion. The findings of this study could benefit the practitioners who wish to leverage social media tools for emergency response purposes.

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.

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.

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.

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.

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.