• Journal of Distribution Science
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• v.14 no.9
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• pp.15-24
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• 2016

Purpose - Key account management is a supplier company initiated relational approach that has received great attention from both academics and practitioners manifested in the business-to-business relationship literatures. However, there is widespread debate and contention on what should be the underlying theoretical base for defining this vital part of relationship marketing. With the insights from the social exchange theory, present paper explores how social exchange affects the dynamic nature of key account management relationship at the organizational level. Research design, data, and methodology - The paper follows a comprehensive review approach to examine the relationship between social exchange theory and key account management approach. Conceptual arguments and findings are assessed across studies with the main objective of showing how social exchange theory develops the governance mechanism in maintaining the key account relationship. Results - Since relational norm is considered as a glue for the maintenance of buyer-seller relationship in social exchange theory, factors develop the non-contractual governance mechanism 'relationship' in business-to-business relationship and this norm replaces or supplements more formal governance mechanisms such as contracts are explored. Conclusions - This paper advances central relational norm to manage the company's most important key customers and demonstrates how this norm can be developed in buyer-seller key account relationship. Implications from this new perspective are forwarded.

• Asian Journal for Public Opinion Research
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• v.4 no.2
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• pp.108-122
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• 2017

This study explores how South Korean citizens evaluate corporate social responsibility (CSR) practices based on communal and exchange relationships. Specifically, it examines whether their evaluations of the two types of relationships are related to their supportive opinions, such as positive attitudes toward corporations and behavioral intentions to purchase products. The findings show that the communal relationship between an energy corporation and its local residents is more related to their supportive opinions than exchange relationship. That is, a communal relationship tends to generate more positive business outcomes than an exchange relationship. This study concludes that corporations should prepare for useful community outreach and CSR programs for their local community. Practitioners need to focus on building communal relationships with community members through their programs.

• The Journal of Asian Finance, Economics and Business
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• v.9 no.7
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• pp.27-39
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• 2022

The exchange rate is an important macroeconomic variable that influences internal and external balances. Nepal follows a dual exchange rate such that the Nepali rupee (NPR) is pegged with the Indian rupee (INR) but floats with the United States dollar (USD) and all other currencies. There have been very few studies on the exchange rate of Nepal, of which the majority focus on the bivariate relationship between exchange rate and another variable. However, this paper analyses the multivariate relationship between the USD-NPR exchange rate and major macroeconomic variables. Determinants of Nepal's exchange rate have been derived with multiple regression using the ordinary least square (OLS) approach. Since the explanatory variables could not significantly capture the movement of the dependent variable, a long-run relationship between Nepal and India's exchange rate has been analyzed using Engle-Granger cointegration to establish a relationship as suggested by a graphical representation. This explains that Nepal's exchange rate long run is determined by India's exchange rate than its own fundamentals. In addition, the macro-linkages of Nepal's macroeconomic variables have been analyzed using Standard Vector Autoregressive models followed by impulse response analysis which is useful for policy decisions. Some policy implications indicating the sustainability of Nepal's pegged regime have been drawn based on the empirical analysis.

• Journal of Korean Society for Quality Management
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• v.35 no.1
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• pp.124-135
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• 2007

This study investigated the relationship between business-to-business service quality and loyalty by applying the IMP (International/Industrial Marketing and Purchasing Group) model. The study found that six dimensions of service quality which were product exchange, financial exchange, information exchange, social exchange, cooperation, and adaptation explained B2B service quality very well. More specifically, the study found that service quality dimensions of social exchange, cooperation, and adaptation were more important than those of product exchange, financial exchange, and information exchange. The study also found a positive relationship between service quality and loyalty. In fact, organizational buyers appeared to show greater loyalty as they perceived service quality better.

• Knowledge Management Research
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• v.17 no.1
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• pp.113-133
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• 2016

Why illegal digital contents sharing happens? This study pays attention to the fact that file sharing is an exchanging behavior between people and it is expanding despite of an illegal behavior and proposes that it is necessary for the phenomenon to be understood from social cultural point of view beyond a personal dimension. Based on the social exchange theory, this study demonstrates effects of file sharing attitudes and continuity, regarding 'group norm', 'popular demand', 'reciprocity' and 'social solidarity' as main factors. The main findings of this study are as followed;- First, it is shown that a tacit agreement of a group on file sharing is a determinant of positive attitude to file sharing and the intent of continual file sharing. Second, it is not found that the social relationship factors that are regarded as potential influential factors on file sharing attitude have effects on file sharing behavior, except for 'group norm'. Unlike previous studies, the results may come from the fact that this study deals with an illegal behavior. The third finding indicates a structural relationship between social relationship factors. When members of a group have more amicable attitude to file sharing including silence or a tacit agreement on file sharing, more people ask illegal sharing of files that they need. Such public demand creates expectation of reciprocity. As reciprocity maintains, social connectedness is strengthened. Then, strong social connectedness escalates the intent to maintain file sharing. It is important to notice that this study promotes understanding of how digital contents sharing happens by structuring and demonstrating influential relationship between characteristic factors of the social relationship.

• Information Systems Review
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• v.7 no.1
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• pp.195-217
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• 2005

Individual recognizes knowledge sharing as a transaction action. This transaction occurring in knowledge sharing is considered as a special and complicated transaction derived from employee's relationship rather than a economic transaction. In addition, It is important that knowledge sharing among individuals is established through a closed interrelationship with situation. In this point of view, knowledge sharing can be explained by a social exchange relationship. Therefore, there are two study's purpose as follows. First, The study draws factors affecting to knowledge sharing in the view of social exchange theory. The study reviews factors that are presented at previous social exchange theories and affecting to knowledge sharing focused on organization contingency traits, relationship traits, and individuals traits among individuals in an organization. Second, even though trust and organization involvement is resulted in above affecting factors, most previous studies are mainly examined as the same level to other factors affecting to knowledge sharing. Thus, this paper focused that the above factors affect to trust and organization involvement that affect to knowledge sharing intention. That is, this study presents that when affecting factors mediate trust and involvement, there is a knowledge sharing intention for creating organization knowledge. For the study, 160 government employees are administered for the survey so that the research model and hypothesis are developed. Empirical study shows that in public organizations knowledge sharing affects to relationship traits factors and individuals traits affects trust and organization involvement. Also, it is examined that trust and organization involvement affecting to knowledge sharing intention in such a sequence.

• Korea journal of population studies
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• v.25 no.1
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• pp.83-111
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• 2002

This study examines the structure of intergenerational relationship and its effects on old-age security of the Korean society. Of interest is the effects of the middle aged's attitudes on old parents'security on their intergenerational exchange relationship and on their own old-age security as well. This study also attempts to test the applicability of the social exchange perspective to the study of intergenerational support relationship in Korea The social exchange perspective considers intergenerational relationship as an exchange of aids and rewards between generations. However due to strong norm of filial duty and inadequate welfare system, supporting old parents is regarded as younger generation's duty in Korea This study utilizes a survey data conducted by Kim et al.(2000). Major findings can be summarized as follows. First, the middle aged who gives one-sided supports to their parents tends to have the traditional attitude on old parents' security. It implies that intergenerational support relationship in Korea is not consistent with the explanations from the social exchange perspective. This study suggests a 'chained reward system'as an altermative explaining the intergenerational relationship. Second, an absolute majority of the middle aged tend to think that they are responsible for their own old-age security regardless of the pattern of intergenerational support relationship and attitudes on old parents' security. It implies that the middle aged in Korea holds the status of 'marginal men' who supports their parents but can't take the similar supports from their children.

• Knowledge Management Research
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• v.5 no.2
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• pp.67-98
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• 2004

New knowledge is created through the dynamic interaction of knowledge that depends largely on a social context within the organization. Social processes influence the nature of knowledge and learning. This paper is rooted in the concept of social capital. Social capital theory emphasizes the importance of social relationship. Using social capital theory, this paper suggests three factors that must be satisfied for the development of knowledge combinative capability. The first factor is that the opportunity exists to make the exchange or combination of knowledge. The second factor is that people is motivated for the creation of new knowledge. The third factor is that people must share the common knowledge. This paper examines the change case of KIPO (Korean Intellectual Property Office). This case provides evidence that the three factors can develop social relationship, and build knowledge combinative capability. The man finding from this research is that social factors play an important part in the creation of knowledge, and processes of knowledge exchange and combination heavily rely upon social patterns, practices and processes in ways which emphasize the value and importance of collective action and knowledge sharing. This research may have several implications for the development of the knowledge creation mechanisms.

• The Journal of Asian Finance, Economics and Business
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• v.7 no.1
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• pp.269-278
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• 2020

The study aims to verify the relationship between leaders' personality traits in leader - member exchange (LMX), and job performance. Hierarchical Regression Analysis was used to examines (a) how leaders' personality traits and LMX affect the influence of social capital on job performance and organizational citizenship behavior; (b) how perceived organization support (POS) can moderate the influences of LMX on social capital, in turn impacting job performance and OCB. Responses are employees in the service industry in Thailand, which consisted of 236 independent samples in 77 groups. Each group included at least one leader and 1-5 followers. The results show that there is a significant relationship between leader's personality traits, LMX and social capital. Leader with the higher level of conscientious, and agreeableness can always create good relations with their followers. The level of LMX are also related to social capital and both of these influence OCB and job performance. The moderating effect of perceived organizational support is also significant that POS can amplify the influence of LMX on social capital. Finally, the research findings show that perceived organizational support is one of the moderating factors in LMX exchanges. Followers perceived organizational support can amplify the influence of LMX on social capital.

• Journal of the Korean Society of Safety
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• v.17 no.2
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• pp.100-105
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• 2002

This study proposed and examined a model in which perceived organizational support and leader-member exchange are linked to safety communication safety commitment, and accidents. In addition, a moderating effect of role overload in the relationship between safety communication and safety commitment and that of performance monitoring in the relationship between safety commitment to accidents. Data were collected from 193 workers in a railroad company. The results indicated that the goodness of fitness of the proposed model was acceptable. More specifically, both perceived organizational support and leader-member exchange were significantly related to safety communication and safety communication was, in turn, significantly related to safety commitment which was ultimately related to accidents. Also, the moderating effects of both role overload and performance monitoring were found. Implications of these findings for safety and the possible roles of variables in the organizational level are discussed.