Relationship Velocity: Toward a Theory of Relationship Dynamics

By Robert W. Palmatier, Mark Houston, R. Dant, Dhruv Grewal. 2013

350 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Sociology and Political Science, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/b263da05793fefcbae1fe0e50d72e0acea8cedf3

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Citations in the corpus

An Emerging Theory of Avatar Marketing (2021, background): “Finally, the effects of customers’ cognitive, affective, and social responses on performance outcomes may depend on the consumer relationship phase, which refers to the relational trajectory of a customer–seller exchange (Dwyer, Schurr, and Oh 1987; Palmatier et al. 2013).”
Conversational robo advisors as surrogates of trust: onboarding experience, firm perception, and consumer financial decision making (2020, result): “…the findings of this research contribute to prior work on trust formation between machines and humans (Coeckelbergh 2012; Hancock et al. 2011; Laursen 2013) and the role of trust as a critical component in market exchange processes (Bart et al. 2005; Hoffman et al. 1999; Palmatier et al. 2013).”
Expanding customer engagement: the role of negative engagement, dual valences and contexts (2020, background): “Service relationships may well contain the existence of both positive and negative manifestations of engagement (Hollebeek andMacky, 2019) and the extent to which engagement manifests from positive to negative expressions can significantly impact organisational performance (Palmatier et al., 2013).”
Passive and Active Opportunism in Interorganizational Exchange (2013, result): “The findings not only add a dynamic perspective to understanding of transaction costs (a point of view that has been absent from the extant literature) but also complement emerging work on the topic of velocity within interorganizational relationships (Palmatier et al. 2013).”
Transformational Relationship Events (2015, methodology): “Calculated using customer tenure (years) Relationship Velocity: Study 2 (based on Palmatier et al. 2013) Please choose which of the following images best depicts the change in trajectory of your relationship with [target].”