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Scientific article
English

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

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
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.
Main files (1)
Article (Submitted version)
accessLevelRestricted
Identifiers
  • PID : unige:90239
ISSN of the journal0309-0566
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5downloads

Technical informations

Creation12/05/2016 5:27:00 PM
First validation12/05/2016 5:27:00 PM
Update time03/15/2023 1:09:02 AM
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