Table 1. Positioning our study within... | Emerald Publishing

Table 1.

Positioning our study within key literature on B2B customer relationship development

Summary of key research on B2B customer relationship development
Reference	Methodology (c/e)*	Relational state/phase conceptualization	Self-disclosure	Relational cost and reward evaluation	Trust	Commitment	Communication	Social bonds
Dwyer et al. (1987)	c	✓		✓	✓	✓	✓
Rousseau et al. (1998)	c	✓		✓	✓		✓
Ring and Van de Ven (1994)	c	✓			✓		✓	✓
Wilson (1995)	c	✓		✓	✓	✓	✓	✓
Johnson and Selnes (2004)	c	✓		✓	✓	✓
Jap and Ganesan (2000)	e	✓				✓	✓
Hibbard et al. (2001)	e	✓			✓	✓	✓
Jap and Anderson (2007)	e	✓			✓		✓
Palmatier et al. (2013)	e	✓				✓
Zhang et al. (2016)	e	✓			✓	✓	✓
Our study	e	✓	✓	✓	✓	✓	✓	✓

Summary of key research on B2B customer relationship development
Reference	Methodology (c/e)*	Relational state/phase conceptualization	Self-disclosure	Relational cost and reward evaluation	Trust	Commitment	Communication	Social bonds
Dwyer et al. (1987)	c	✓		✓	✓	✓	✓
Rousseau et al. (1998)	c	✓		✓	✓		✓
Ring and Van de Ven (1994)	c	✓			✓		✓	✓
Wilson (1995)	c	✓		✓	✓	✓	✓	✓
Johnson and Selnes (2004)	c	✓		✓	✓	✓
Jap and Ganesan (2000)	e	✓				✓	✓
Hibbard et al. (2001)	e	✓			✓	✓	✓
Jap and Anderson (2007)	e	✓			✓		✓
Palmatier et al. (2013)	e	✓				✓
Zhang et al. (2016)	e	✓			✓	✓	✓
Our study	e	✓	✓	✓	✓	✓	✓	✓

Notes:

*Crefers to a conceptual paper; e refers to an empirical paper