Search results

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Book part
Publication date: 13 July 2016

Nathaniel A. Nakashima and Francis J. Flynn

We propose that social projection – assuming a connection between your and others’ attitudes – can promote participation in generalized exchange.

Abstract

Purpose

We propose that social projection – assuming a connection between your and others’ attitudes – can promote participation in generalized exchange.

Methodology/approach

Drawing on the social projection literature, we posit that false consensus (overestimating the similarity between our attitudes and others’) can increase people’s willingness to participate in generalized exchange. In contrast, we expect that pluralistic ignorance (underestimating the similarity between our attitudes and others’) can undermine the same motivation. We propose that false consensus will not only make people more inclined to participate in generalized exchange but also lead to more successful exchanges through an advantageous self-selection process. Finally, we propose that perceived similarity will lead to false consensus, and in turn, increased participation in generalized exchange, whereas perceived dissimilarity will lead to pluralistic ignorance.

Practical implications

We suggest several ways to influence false consensus in order to promote a healthy pattern of generalized exchange.

Originality/value

We put forth a set of novel predictions concerning the relationship between social projection and social exchange. Our theorizing contributes to the existing literature on antecedents of generalized exchange.

Details

Advances in Group Processes
Type: Book
ISBN: 978-1-78635-041-1

Keywords

Book part
Publication date: 1 January 2014

Shane R. Thye, Aaron Vincent, Edward J. Lawler and Jeongkoo Yoon

This chapter analyzes the ways that individuals develop person-to-group ties. The chapter reviews the development and evidentiary basis of the theory of relational…

Abstract

Purpose

This chapter analyzes the ways that individuals develop person-to-group ties. The chapter reviews the development and evidentiary basis of the theory of relational cohesion, the affect theory of social exchange, and the theory of social commitments.

Methodology/Approach

We survey twenty-five years of published literature on these theories, and review unpublished theoretical tests and extensions that are currently in progress.

Findings

The research program has grown substantially over the past twenty-five years to encompass more varied and diverse phenomena. The findings indicate that structural interdependencies, repeated exchanges, and a sense of shared responsibility are key conditions for people to develop affective ties to groups, organizations, and even nation-states.

Research Limitations/Implications

The research implies that if people are engaged in joint tasks, they attribute positive or negative feelings from those tasks to their local groups (teams, departments) and/or to larger organizations (companies, communities). To date, empirical tests have focused on microlevel processes.

Practical Implications

Our work has practical implications for how managers or supervisors organize tasks and work routines in a way to maximize group or organizational commitment.

Social Implications

This research helps to understand problems of fragmentation that are faced by decentralized organizations and also how these can be overcome.

Originality/Value of the Chapter

The chapter represents the most complete and comprehensive review of the theory of relational cohesion, the affect theory of social exchange, and the theory of social commitments to date.

Details

Advances in Group Processes
Type: Book
ISBN: 978-1-78441-078-0

Keywords

Article
Publication date: 23 August 2021

Cindy Yunhsin Chou, Wei Wei Cheryl Leo and Tom Chen

Applying social exchange theory as the theoretical basis, this paper aims to examine the impacts of two forms of digital social interaction on social well-being and…

Abstract

Purpose

Applying social exchange theory as the theoretical basis, this paper aims to examine the impacts of two forms of digital social interaction on social well-being and helping behavior of customers: moderator–customer interaction quality and customer–customer social support. Furthermore, this paper investigates customer exchange ideology as a moderator of these impacts.

Design/methodology/approach

This paper adopted a purposive sampling method for survey materials sent to customers of firm-hosted virtual communities (FHVCs) using a consumer panel service company. The self-administered survey was developed from existing scales, and 265 usable responses were obtained.

Findings

Both forms of digital social interaction within FHVCs positively impact social well-being, which in turn positively influences helping behavior in the community. Social well-being is decomposed into social integration and social contribution, and each partially mediates the impact of customer–customer social support and moderator–customer interaction quality on helping behavior. This finding provides greater explanatory power for the role that digital social interactions have in predicting customer helping behavior in an FHVC. In addition, an exchange ideology positively moderates the impact of customer–customer social support on helping behavior via social integration.

Originality/value

This paper demonstrates that resource exchange dynamics occur digitally within FHVCs, which then affect social well-being and helping behaviors in customers. From a practical point of view, this study indicates the potential that digital interactions have in generating social and economic value through helping behaviors.

Details

Journal of Services Marketing, vol. 36 no. 2
Type: Research Article
ISSN: 0887-6045

Keywords

Open Access
Article
Publication date: 12 March 2021

Bach Quang Ho and Kunio Shirahada

The purpose of this paper is to develop a process model for the role transformation of vulnerable consumers through support services.

1012

Abstract

Purpose

The purpose of this paper is to develop a process model for the role transformation of vulnerable consumers through support services.

Design/methodology/approach

The study is based on four years of participant observation at a community-based support service and in-depth interviews with the consumers. Visual ethnography was used to document the process of the consumers' role transformation through service exchanges.

Findings

The main outcome of this study is a consumer transformation model, describing consumers' role transformation processes, from recipients to generic actors. The model demonstrates that vulnerable consumers will transform from recipients to quasi-actors before becoming generic actors.

Social implications

Vulnerable consumers' participation in value cocreation can be promoted by providing social support according to their dynamic roles. By enabling consumers to participate in value cocreation, social support provision can become sustainable and inclusive, especially in rural areas affected by aging and depopulation. Transforming recipients into generic actors should be a critical aim of service provision in the global challenge of aging societies.

Originality/value

Beyond identifying service factors, the research findings describe the mechanism of consumers' role transformation process as a service mechanics study. Furthermore, this study contributes to transformative service research by applying social exchange theory and broadening service-dominant logic by describing the process of consumer growth for individual and community well-being.

Details

Journal of Service Theory and Practice, vol. 31 no. 4
Type: Research Article
ISSN: 2055-6225

Keywords

Article
Publication date: 20 January 2021

Yeunjae Lee

This study aims to examine the effects of internal corporate social responsibility (CSR) on the two types of communicative behaviors of employees, namely, scouting and…

Abstract

Purpose

This study aims to examine the effects of internal corporate social responsibility (CSR) on the two types of communicative behaviors of employees, namely, scouting and advocative behaviors. Guided by social exchange theory, the study also explored the mediating role of social exchange relationships between an organization and its employees and employee engagement.

Design/methodology/approach

An online survey was conducted with 405 full-time employees in the USA across industry sectors.

Findings

Results show the following: internal CSR practices, including employment stability, working environment, skill development, workforce diversity and work–life balance, improve social exchange relationships and employee engagement; social exchange relationship mediates the positive association between internal CSR and engagement and advocative behavior; and employee engagement also mediates the association between internal CSR and the scouting and advocative behaviors of employees.

Originality/value

This study is among the first attempts to explore the effectiveness of organizations’ internal corporate social responsibility practices on employees’ informal communicative behaviors, information seeking and transmitting within and outside of their organization.

Details

Social Responsibility Journal, vol. 18 no. 2
Type: Research Article
ISSN: 1747-1117

Keywords

Article
Publication date: 11 July 2016

Alexander Serenko and Nick Bontis

The purpose of this paper is to investigate the impact of exchange modes – negotiated, reciprocal, generalized, and productive – on inter-employee knowledge sharing.

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Abstract

Purpose

The purpose of this paper is to investigate the impact of exchange modes – negotiated, reciprocal, generalized, and productive – on inter-employee knowledge sharing.

Design/methodology/approach

Based on the affect theory of social exchange, a theoretical model was developed and empirically tested using a survey of 691 employees from 15 North American credit unions.

Findings

The negotiated mode of knowledge exchange, i.e. when a knowledge contributor explicitly establishes reciprocation conditions with a recipient, develops negative knowledge sharing attitude. The reciprocal mode, i.e. when a knowledge donor assumes that a receiver will reciprocate, has no effect on knowledge sharing attitude. The generalized exchange form, i.e. when a knowledge contributor believes that other organizational members may reciprocate, is weakly related to knowledge sharing attitude. The productive exchange mode, i.e. when a knowledge provider assumes he or she is a responsible citizen within a cooperative enterprise, strongly facilitates the development of knowledge sharing attitude, which, in turn, leads to knowledge sharing intentions.

Practical implications

To facilitate inter-employee knowledge sharing, managers should focus on the development of positive knowledge sharing culture when all employees believe they contribute to a common good instead of expecting reciprocal benefits.

Originality/value

This is one of the first studies to apply the affect theory of social exchange to study knowledge sharing.

Details

Journal of Knowledge Management, vol. 20 no. 4
Type: Research Article
ISSN: 1367-3270

Keywords

Article
Publication date: 15 May 2020

Julia V. Bondeli, Malena I. Havenvid and Hans Solli-Sæther

This paper aims to explore corrupt exchange as a type of socioeconomic interaction in private–public relationships and its effects on material flow in connected…

Abstract

Purpose

This paper aims to explore corrupt exchange as a type of socioeconomic interaction in private–public relationships and its effects on material flow in connected private-private relationships.

Design/methodology/approach

The paper is based on a case study of a private–public network of an import firm in Russia. It focusses on corrupt exchange in routine interactions between the firm’s managers and officials in three regulatory authorities.

Findings

The study reveals how different types of corrupt exchange between firm managers, officials and intermediaries serve as a problem-solving tool that facilitates material flow through bureaucratic gates.

Research limitations/implications

The paper contributes to the industrial marketing and purchasing research by showing how the social capital concept is useful for explicating mechanisms of socioeconomic interaction in business networks and how the interaction context conditions actors’ roles and interdependencies.

Practical implications

The paper raises practitioners’ awareness of corrupt exchange in business networks and enables them to anticipate and manage upcoming challenges in bureaucratic procedures.

Social implications

The study shows how networks’ non-transparent and manipulative tendencies may provide favourable conditions for corruption in the business landscape.

Originality/value

The study provides a unique empirical insight into the socioeconomic mechanisms of corrupt exchange in business networks. It contributes theoretically by conceptualising corrupt officials as taking on the role of quasi-business actors in the personal possession of administrative authority as a resource and by using a novel conceptualisation of social capital to study private–public interaction in business networks.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 11
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 February 1988

John L. Tarver and Robert C. Haring

Marketing (sales) occurs any time one social unit strives to exchange something of value with another social unit. Clearly, the essence of marketing (sales) is a…

Abstract

Marketing (sales) occurs any time one social unit strives to exchange something of value with another social unit. Clearly, the essence of marketing (sales) is a transaction — an exchange — intended to satisfy human wants and needs. Recognising that there are numerous ways of classifying social units and potential exchange relationships, social units as sellers and buyers are focused on. Social exchange concepts as they relate to selling behaviour are summarised and how sales people can improve their performance by adopting a social exchange approach to selling is explained.

Details

Marketing Intelligence & Planning, vol. 6 no. 2
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 24 June 2019

Eunyoung Han, Kyung Kyu Kim and Ae Ri Lee

The purpose of this paper is to investigate which exchange structure, direct or generalized exchange, better promotes community solidarity in online communities (OCs)…

Abstract

Purpose

The purpose of this paper is to investigate which exchange structure, direct or generalized exchange, better promotes community solidarity in online communities (OCs). Furthermore, it examines the moderating effects of activity intensity on the relationship between exchange structure and community solidarity in order to resolve the conflicts in extant literature.

Design/methodology/approach

The research model is developed based on the social exchange theory (SET). It also accommodates social structures as determinants of exchange structure, such as organizational identity orientation (OIO) and distributive justice norms. Data in this study were collected from 376 OCs through an e-mail survey.

Findings

Generalized exchange has stronger effects on community solidarity than direct exchange. Furthermore, there was a significant difference in the impact on community solidarity between generalized exchange and direct exchange at high-activity intensity levels, whereas no significant differences were found at low-activity intensity conditions. OIO significantly influences exchange structure. Additionally, equality norm significantly influences generalized exchange, whereas need norm significantly influences direct exchange.

Originality/value

In information systems research, there have not been any attempts to identify the determinants of exchange structure in OCs. Furthermore, only a couple of studies have empirically investigated the relationship between exchange structure and OC solidarity, and yet they found conflicting results. This research makes contributions to an enhancement of theoretical precision of the SET in two ways: by empirically examining the determinants of exchange structure, and by introducing a third variable, activity intensity, as a moderator of the relationship between exchange structure and OC solidarity.

Article
Publication date: 7 September 2015

Francis Kasekende, John C. Munene, Joseph Mpeera Ntayi and Augustine Ahiauzu

The purpose of this paper is to examine the interaction effect of organizational climate and social exchanges and how they fuse to affect psychological contract in the…

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Abstract

Purpose

The purpose of this paper is to examine the interaction effect of organizational climate and social exchanges and how they fuse to affect psychological contract in the public service in Uganda.

Design/methodology/approach

The paper adopts a cross-sectional descriptive and analytical design. The authors employ structural equation modeling to test hypotheses. Using proportionate and simple random sampling procedures, a sample of 346 respondents was drawn from Uganda public service commissions and agencies of which a response rate of 61.5 percent was obtained.

Findings

The magnitude effect of organizational climate on psychological contract depends on social exchanges; implying that the assumption of non-additivity is met.

Research limitations/implications

Only a single research methodological approach was employed and future research through interviews could be undertaken to triangulate.

Practical implications

In order to boost the employee-employer relationship of public servants in Uganda commissions and agencies, managers should always endeavor to find a viable organizational climate-social exchanges mix or blend that can add value to employee-employer relationship.

Originality/value

This is one of the few studies that focus on testing the interactive effects of social exchanges on the relationship between organizational climate and psychological contract in Uganda public service commissions and agencies.

Details

Leadership & Organization Development Journal, vol. 36 no. 7
Type: Research Article
ISSN: 0143-7739

Keywords

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