Cognitive process differences between discrete and relational exchange

Gerrard Macintosh, James W. Gentry

Research output: Contribution to journalArticlepeer-review

3 Scopus citations

Abstract

Recent research has placed greater emphasis on relational as opposed to discrete marketing exchanges. Much of this research has focused on the affective aspects of relationships. We assert that relational exchange also has a cognitive side to it. Specifically, we address two fundamental questions: (1) does a relational perspective involve different cognitive processes, which may lead to different decision outcomes? and (2) does the social context (i.e., accountability) in which decisions are made, alter decision processes and outcomes? The results of an exploratory study suggest differences in cognitive processes between discrete and relational exchange and that accountability has a strong influence on decision outcomes.

Original languageEnglish (US)
Pages (from-to)435-446
Number of pages12
JournalInternational Business Review
Volume4
Issue number4
DOIs
StatePublished - 1995

Keywords

  • Decision Processes
  • Relational/Discrete Exchange

ASJC Scopus subject areas

  • Business and International Management
  • Finance
  • Marketing

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