Date of Award

Summer 8-7-2018

Degree Type


Degree Name

Doctor of Philosophy (PhD)


Managerial Sciences

First Advisor

Dr. Nikos Dimotakis

Second Advisor

Dr. Lisa Schurer Lambert

Third Advisor

Dr. Leigh Anne Liu

Fourth Advisor

Dr. Edward W. Miles


In this dissertation, I examine the social exchange relationships inherent in group settings. These relationships rely on a series of contributions and receipts between individual participants – the give and take of social exchange. I propose that by examining the interactive effects of individual social exchange contributions and receipts, we can more accurately conceptualize and measure interpersonal dynamics in team and negotiation contexts. Although social exchange theory was developed with both sides of the exchange in mind, researchers generally combine contributions and receipts into overall relationship quality. As such, they fail to acknowledge that individuals evaluate the quality of their relationships via the pattern of contributions and receipts. The purpose of my dissertation is to improve the understanding and prediction of individual responses to social exchange interactions in diverse organizational and cultural circumstances. I conduct empirical studies in domestic and global teams contexts, as well as developing a process model related to the negotiation setting. In sum, I contribute to the management literature by refining our theoretical understanding of social exchange dynamics and by providing practical advice for improving teamwork and negotiation outcomes.


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