...Angeliki Kalogeraki; Sabine Kuester; Sergej von Janda Purpose Member-initiated online communities (MIOCs), which provide platforms for members to exchange ideas on various topics, have been on the rise for years. Drawing on persuasion knowledge and social capital theory, this study aims...

...Jingqi Qiu; Chris Storey; Achilleas Boukis Purpose This study aims to further understand the different mechanisms by which social media use by frontline employees (FLEs) affects customer service performance. Building on social capital theory, the authors develop a model which shows that FLEs...

... that the effects of these drivers are moderated by relational social capital. Furthermore, two types of actor opportunism (active vs passive), in combination with two types of coping strategies (defensive vs nondefensive) arising from power balances and imbalances lead to three possible outcomes for sharing...

... and betweenness) and actions to impact key network properties (tie strength, contact diversity) that enable salespeople to efficiently develop social capital and thus to optimally thin crossing points across a selling ecosystem. Originality/value To the best of the authors’ knowledge, this study is the first...

..., the authors claim that salesperson’s social media use is critical for generating social capital – an operant resource characterized by superior market knowledge, reputation and networking – which, in turn, directly and synergistically enhances value cocreation and cross/upselling outcomes. Design...

... through the influence that this climate has on two relational social capital variables, one in the family area (the identification of the family managers with the FF) and the other in the business area (the level of trust between the members [family and non-family] of the top management teams [TMTs...

...Ragnhild Silkoset Purpose This study aims to demonstrate that the investments in social capital do not always pay off. Although an important function of social capital is its potential for influencing co‐located companies' opportunistic behavior, social capital also has a negative side. This study...