IDEAS home Printed from https://ideas.repec.org/a/eee/tefoso/v212y2025ics0040162525000344.html
   My bibliography  Save this article

Linking social exchange theory to B2B relationship innovation management: The moderating role of reciprocity

Author

Listed:
  • Ren, Qun
  • Xu, Xiewen
  • Scullion, Richard
  • Lin, Yong
  • Wang, Sen
  • Rong, Ke

Abstract

Social exchange theory (SET) is one of the most influential conceptual paradigms in inter-organisational behaviour, which researchers have widely studied to demonstrate the B2B relationship. As a core principle in SET, the roles of reciprocity constructs in B2B relationship models are still poorly understood. This paper aims to investigate the moderation role of reciprocity in B2B relationship formation and maintenance from the perspective of social exchange theory. This research employs a quantitative case study. The data was collected via focus groups and questionnaires within an extensive business network consisting of the focal firm eSUN-a leading Chinese 3D printing company and its global distributors. The results enhance SET by finding that reciprocity positively moderates the relationship pairs. Furthermore, firm size is negatively related to reciprocity, conflict resolution, risks mitigation, and trust; whilst cultural similarity is negatively related to reciprocity and conflict resolution. Our empirical assessment of reciprocity's moderation role in B2B relationship management demonstrates an important enrichment of the Social Exchange Theory. We provide a framework for mapping reciprocity's role in business relationships, offering practical suggestions for manufacturers and distributors in strengthening ‘reciprocal awareness’ as an essential step to a successful partnership.

Suggested Citation

  • Ren, Qun & Xu, Xiewen & Scullion, Richard & Lin, Yong & Wang, Sen & Rong, Ke, 2025. "Linking social exchange theory to B2B relationship innovation management: The moderating role of reciprocity," Technological Forecasting and Social Change, Elsevier, vol. 212(C).
    • Handle: RePEc:eee:tefoso:v:212:y:2025:i:c:s0040162525000344
    DOI: 10.1016/j.techfore.2025.124003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0040162525000344
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.techfore.2025.124003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:tefoso:v:212:y:2025:i:c:s0040162525000344. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.sciencedirect.com/science/journal/00401625 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.