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

Paulssen, Marcel; Roulet, Raphaël

doi:10.1108/ejm-07-2014-0433

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 entities

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. doi: 10.1108/ejm-07-2014-0433

Article (Submitted version)

Identifiers

PID : unige:90239
DOI : 10.1108/ejm-07-2014-0433

Journal ISSN0309-0566

636views

5downloads

Creation05/12/2016 17:27:00

First validation05/12/2016 17:27:00

Update21/01/2026 15:42:14

Status update21/01/2026 15:42:14

Last indexation21/01/2026 15:42:55

Archive ouverte UNIGE

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

Technical informations