Social bonding as a determinant of share of wallet and cross-buying behaviour in b2b relationships

Paulssen, Marcel; Roulet, Raphaël

Scientific article

English

Social bonding as a determinant of share of wallet and cross-buying behaviour in b2b relationships

ContributorsPaulssen, Marcel; Roulet, Raphaël

Published inEuropean journal of marketing, 39

Publication date2016

Abstract

Research on how social bonding between boundary spanners influences relationship outcomes in business-to-business (B2B) settings is sparse and controversial. In this longitudinal study the authors close this gap and assess the impact of social bonding on share of wallet and actual crossbuying behaviour.

Keywords

Social bonding
Trust
Share of wallet
Cross-buying behaviour

Affiliation

Faculté d'économie et de management / Institute of Management

Citation (ISO format)

PAULSSEN, Marcel, ROULET, Raphaël. Social bonding as a determinant of share of wallet and cross-buying behaviour in b2b relationships. In: European journal of marketing, 2016, p. 39.

Article (Submitted version)

Identifiers

PID : unige:90239

ISSN of the journal0309-0566

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Creation12/05/2016 5:27:00 PM

First validation12/05/2016 5:27:00 PM

Update time03/15/2023 1:09:02 AM

Status update03/15/2023 1:09:02 AM

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Social bonding as a determinant of share of wallet and cross-buying behaviour in b2b relationships

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