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Examines the antecedents and consequences of close business relationships (guanxi) in China. We hypothesize that decision‐making uncertainty and perceived similarity positively affect guanxi, whereas opportunism negatively affects guanxi. We also hypothesize that guanxi positively affects business performance, mediated by relationship quality and interdependence. An empirical study of Hong Kong and mainland China business relationships generally supports the model. The managerial implications are discussed.

Salespeople frequently face the predicament of wanting to protect their market knowledge from coworkers while not appearing recalcitrant. Considering the choice of disclosing information or refusing to disclose, they may choose a third option: appearing to share knowledge while concealing substantive information, which this study calls evasive knowledge hiding. This study surmises that the consequences of these choices impact perceptions of customer outcomes. Using social exchange theory, the purpose of this article is to examine the internal relational antecedents and perceptions of external customer outcomes of evasive knowledge hiding, as well as the moderating effects of pushover manager and environmental dynamism.

A moderated mediation model was used to analyze survey data from 234 business-to-business salespeople.

Internal competition and coworkers’ past opportunistic behavior increase evasive knowledge hiding. These effects are attenuated if the manager is not a pushover. Evasive knowledge hiding decreases perceptions of external customer outcomes, particularly at low levels of environmental dynamism.

Data was collected from salespeople, which presents a look from perpetrators themselves. While directly observing salespeople was the goal, sourcing and matching customer and manager data would only strengthen the results.

Salespeople evasively hide their knowledge if it is in their best interest, which may unwittingly hurt perceptions of customer outcomes.

This study formally introduces salesperson evasive knowledge hiding into the marketing and sales literature. The research highlights the dark side of social exchange theory by demonstrating how internal coworker relationships affect perceptions of external customer relationships via evasive knowledge hiding. This study also introduces pushover manager as an enabling moderating variable.

This contribution explores intergenerational relations and negotiations in Viet-German families. Due to family members' diverging socialization experiences in Vietnam and Germany as well as social ties in both societies, we assume that different ideas of intergenerational relations and mutual obligations may be found in Viet-German families. We distinguish between interdependent and independent intergenerational patterns of solidarity. Based on interviews with young adults – the descendants of Vietnamese migrants – four thematic areas are identified, in and through the shaping of which intergenerational relations are continuously negotiated at the face of migration-related challenges. These are (1) a childhood for the future, (2) reciprocal support, (3) individualization of family members and intimization of the family and (4) boundaries against kinship and the Vietnamese community. Our analysis reveals the emergence of a new, hybrid pattern of intergenerational solidarity, for which we suggest the term “individualized interdependence.” The role of young adults in the elaboration of this new family order stands out.

The purpose of this study is to examine how social ties (i.e. business ties and political ties) affect the adoption of green innovation in the context of emerging economies, separately and comparatively. In addition, this study also seeks to examine how absorptive capacity shapes the relationships between social ties and the adoption of green innovation.

A theoretical model with hypothesized relationships is proposed and tested using regression in SPSS. This study’s sample consists of a dataset covering 272 Chinese firms (based on a total of 544 respondents) operating in various industries with two key informants in each firm.

The authors find that business ties and political ties both facilitate the adoption of green innovation, whereas business ties influence the adoption more strongly than political ties do. This study’s findings also show that absorptive capacity strengthens the positive relationships between the two types of social ties and the adoption of green innovation.

Although scholarship has amply documented the role that social ties play in influencing corporate performance, few studies have considered how and under what conditions these ties can impact the adoption of green innovation. Overall, the authors add value to the environmental management and social capital literature by providing novel insights into the differential roles that business ties and political ties play in the adoption of green innovation under the influence of absorptive capacity.

The purpose of this paper is to pursue the following two objectives. First, this study examines how social capital indicators (reciprocal norm and social network) cause ethical consumption behavior by conceptualizing it as value co-creation specific to socially responsible firms. Second, it aims to verify whether corporate trust, which is another core indicator of social capital, mediates between social capital indicators and ethical consumption behavior.

For study subjects, the author selected general public located in the city of Seoul. A total of 307 respondents were used for statistical analysis after discarding unusable questionnaires. For the purpose of judgment sampling, the author selected those respondents who had prior purchase experience of the products or services provided by socially responsible firms.

This study tested core elements of social capital (reciprocal norm, social network and corporate trust) as predictors of ethical consumption behavior. In particular, the study newly conceptualized and validated ethical consumption behavior as one encompassing the civic engagement behavior whose premise is well encapsulated by value co-creation principle. The results demonstrate that the social network and reciprocal norm significantly influence ethical consumption behavior directly as well as indirectly through corporate trust.

The significance of this study may be that it adds to current literature on ethical consumption behavior by validating an empirical model of ethical consumption behavior from the perspective of consumer engagement paradigm. No previous studies of ethical consumption behavior empirically tested this model previously, only offering conceptual similarity between ethical consumption and consumer engagement. The study’s result may provide some insights as to the utility of value co-creation strategy for socially responsible firms as a useful way to promote ethical consumption behavior.

This study’s result may provide some useful insights as to how socially responsible firms can improve their performance by understanding what makes their customers voluntarily engage in favor of the firms to create shared values. In particular, the finding on the corporate trust mediating between bonding network and ethical consumption behavior sheds useful insights for the firms on how they should garner customer trust to trigger ethical consumption behavior. In this sense, socially responsible firms need to focus their resources on publicity or endorsements by highly respected celebrities designed to stress the firms’ trustworthiness and create favorable corporate image.

The finding that reciprocal norm has a significant impact on ethical consumption behavior also provides strategic implications on how to enhance the effectiveness of corporate messages. That is, the socially responsible firms should implement some corporate strategies designed to raise authentic corporate image of the firms by hiring the socially disadvantaged and returning some portion of profit back to society. By doing this, the socially responsible firms can expect to instill some sense of reciprocity into their current as well as potential customers.

Despite this conceived linkage, no previous research has empirically approached ethical consumption from the perspective of civic engagement to examine whether ethical consumers voluntarily engage in firm-specific engagement behavior that fulfills their civic responsibility. Therefore, the present research embarks on a new approach to conceptualize ethical consumption as a construct that embodies civic engagement that is conceptually encapsulated by the principle of value co-creation.

Trust is known to have three dimensions: ability/competence, integrity/contractual and benevolence/goodwill. Yet what develops these three dimensions of trust is relatively unknown, particularly at the different stages of the relationship lifecycle. The primary goal of this paper is improving understanding about the development of these three elements of trust. Hence, this research is undertaken within the critical growth phase of the relationship lifecycle.

A qualitative approach was deemed most appropriate to achieve the deep understanding needed for this type of exploratory study. Using a relationship dyad, which contained a retail manager and wholesale salesperson as the unit of investigation, 18 in‐depth semi‐structured interviews were conducted. This constituted nine case studies, which were analysed using content and thematic analysis. A purposive case selection method was used to ensure variance of cases and provide rich data.

The most interesting findings relate to how trust is developed and how this varies for the different forms of trust. For ability trust, the crucial factors in its development were performance, expertise and communication. With respect to integrity trust, honesty, integral actions and candid response were found to influence the development of trust. For benevolence, trust actions and attitudes emerged as key factors for the development of trust.

Trust has been found to be a key component of relationship marketing success. This research extends this through providing understanding of the elements of trust and what drives the development of these elements, thus providing insights at a level more usable for the practitioner.

It is generally agreed that trust is a multidimensional construct; however there has been limited research on how to develop each of the three elements of trust. This research provides insight into how to develop trust, at a crucial time in the relationship growth stage. It is at this stage that partnerships can flourish or fade, hence trust is vital. Therefore, the development of ability, integrity and benevolence trust is important. This is not an issue that has been researched frequently in the literature; this paper helps to provide understanding of the key factors which develop these three elements of trust.

The purpose of this paper is to answer the question of how continuity and change coexist in the work of institutional actors who can combine maintenance, disruption and/or creation. Past studies mention this coexistence without an explanation.

The paper develops a perspective through literature review.

Institutional actors are both socialized into the norm-oriented space of continuity and maintenance through their reciprocal relations and associated social knowledge and roles and disciplined into the goal-oriented space of change and disruption/creation through their power relations and associated expert discourse and subject positions. Their institutional existence indicates a particular combination of reciprocity and power and thus their work includes changing degrees of maintenance, disruption and creation, depending on the nature of this combination.

The paper points out research directions on the relational conditions of the actors, which facilitate or constrain their work toward institutional continuity or change.

Organizations whose concern is to continue the existing practices in a stable environment should emphasize reciprocal relations whereas organizations whose concern is to change those practices for more effectiveness in a dynamic environment should emphasize power relations. Also, too much emphasis on either relations leads to inflexibility or instability.

The paper provides an explanation on the sources of coexistence of continuity and change in institutional work. It also contributes to the discussions on contingency of institutions, resistance productive of institutional change, reflexivity of institutional actors and intersubjective construction of institutional work.

One fundamental question in normative ethics concerns how norms influence human behavior and discussions within normative ethics would be facilitated by a classification that treats human actions/behavior and moral norms within the same functional framework. Based on evolutionary analysis of benefits and costs, we distinguish five categories of human action. Four of these – self-interest, kin selection, group egoism, and cooperation – are basically results of gene selection, benefit the individual's genetic interest and may be described as “broad self-interest.” In contrast, the fifth category, unselfishness, is more likely a result of cultural influences. All the five categories of action are influenced by three broad moral spheres, each of which represents many norms that have a common denominator. Thus, a sphere of integrity concerns the individual's right to act in his/her interest and against those of other individuals. A sphere of reciprocal morality deals with rules for various forms of cooperation. An altruistic sphere has to do with the obligations to generate advantages for others. Ethics can be viewed as a dynamic conflict among various norms within and between these spheres. The classical conflict is that between the integrity and altruistic spheres. However, we argue that the prime antagonism may be that between the altruistic and reciprocal spheres; the main impact of altruistic ideals may not be the reputed one of counteracting egoism, but subversively thwarting reciprocal morality.

This study aims to investigate the process of service gifting (i.e. unexpected upgrades or benefits) and examine why service gifts do not always result in firm-beneficial reciprocal behaviors from consumers.

Through a series of three studies including both scenario-based and game-theory-based experiments, this research proposes and empirically validates a conceptual model that examines the effect of service gifts on firm-beneficial reciprocal behaviors, and the role of collective social connection and norm of positive reciprocity (NPR) in this process.

The findings of this research show that the consumer’s feelings of collective social connection mediate the link between the provision of service gifts and firm-beneficial outcomes. Furthermore, an individual’s adherence to NPR moderates this process. Specifically, individuals with a strong adherence to NPR do not display increases in collective social connection following the receipt of a service gift. Those who are low in NPR follow the expected pattern of increased collective social connection leading to reciprocation.

Future research may further generalize the model to other situations such as high vs low context cultures. Longitudinal field experiments can be used to further investigate collective versus relational social connection, which can be either a by-product or a primary benefit derived from service delivery.

The results of this research reveal the critical role of collective social connection which has been largely ignored in service gifting research. It encourages managers to use service gifting to directly boost consumers collective social connection. Furthermore, it offers managers insight into why service gifts do not always result in firm-beneficial outcomes because of the moderating role of NPR.

The roles of social connection and the norm of reciprocity have been under-studied in both theoretical and empirical work on service gifting. This paper demonstrates that, contrary to traditional thought, those typically expected to reciprocate the most (i.e. high in NPR) may not realize increased collective social connection leading to reciprocation following receipt of a service gift.

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.