Original paper
Benevolent dictatorship and buyer-supplier exchange
Abstract
In this research, we identify and advance the concept of benevolence as a key social exchange mechanism in buyer-supplier exchange. Specifically, we (1) advance a theoretical model of benevolence to include affective, calculative, and normative dimensions, (2) highlight specific actions and resources that a focal firm uses to promote the perception of benevolence, including concessions, idiosyncratic investments, and reputation, and (3) identify...
Paper Details
Title
Benevolent dictatorship and buyer-supplier exchange
Published Date
Sep 1, 2017
Journal
Volume
78
Pages
204 - 216
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Notes
History