Research Seminars

"The Role of Perceived Relational Support in Entrepreneur - Customer Dyads"

Speaker: Dirk De Clercq
Vlerick Leuven Gent Management School & Ghent University

11 May 2005 - From 16h30 to 18h00

Prior research on inter-firm relationships has focused on the

processes by which key relationship outcomes are fostered and developed over time. In this study, we use social exchange

theory as the conceptual framework to identify a process model that explains entrepreneurs' attitudes and behaviors towards

their customers. More specifically, we posit that entrepreneurs' commitment to and satisfaction with customers depends on the

extent to which they feel that their own contribution is valued by the customer, i.e., their perceived relational support.

The study's hypotheses are tested among 217 entrepreneurs in a Western European country. We find that entrepreneurs'

perception of relational support is positively related to their commitment to and satisfaction with customers. Perceived

relational support in turn is affected by customers' reliability as a credible exchange partner [i.e., (a) customer

reputation and (b) procedural justice] and the nature of the relationship between the two parties [i.e., (c) quality of

communication and (d) social interaction]. We also show that these variables affect entrepreneurs' attitudes and behavior

through their effect on perceived relational support. We are thus able to identify a key mechanism that explains relationship

outcomes in entrepreneur - customer relationships. We discuss the implications and limitations of our findings and provide

directions for future research.

Finance

Speaker: Xavier Gabaix

13 June 2019 - T104 - From 2:00 pm to 3:15 pm


Finance

Speaker: Adriano Rampini

23 May 2019 - T105 - From 2:00 pm to 3:15 pm


Finance

Speaker: Luke Taylor

16 May 2019 - T105 - From 2:00 pm to 3:15 pm


Finance

Speaker: Jessica Jeffers

18 April 2019 - T104 - From 2:00 pm to 3:15 pm


Finance

Speaker: Emil Verner

4 April 2019 - T104 - From 2:00 pm to 3:15 pm


Finance

Speaker: Niels Gormsen

28 March 2019 - T104 - From 2:00 pm to 3:15 pm


Finance

Speaker: Ramona Dagostino

14 March 2019 - T104 - From 2:00 pm to 3:15 pm


title : TBA

Economics & Decision Sciences

Speaker: Harry Di Pei
Northwestern

12 February 2019


title : TBA

Economics & Decision Sciences

Speaker: François Geerolf
UCLA

18 December 2018


title : TBA

Economics & Decision Sciences

Speaker: Marko Tervio
Aalto

13 December 2018



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