Economic Topics
Core Competence
Social Exchange Theory and Research on Business-to-Business Relational Exchange
Time:2022-01-22 17:01

C. Jay Lambe , C. Michael Wittmann & Robert E. Spekman


ABSTRACT: Social exchange theory (SET) has been used extensively by marketing scholars to explain business-to-business relational ex-change. Despite its popularity as a theoretical explanatory mechanism, there is no recent literature review that delineates SET’s foundational premises, how it has been used in the marketing literature, and its theoretical limitations. This article provides such a review and is intended to assist researchers who wish to use SET to examine business-to-business relational exchange. [Article copies available for a fee from The Haworth Document Delivery Service: 1-800-342-9678. E-mail address: <> Website: <http://www.Haworth> © 2001 by The Haworth Press, Inc. All rights reserved.]


KEYWORDS. Social exchange theory, business-to-business marketing, relational exchange, exchange, relationship marketing


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