A Relational-Models View to Explain Peer-to-Peer Sharing

Journal of Management Studies, DOI: 10.1111/joms.12523 [open access]

Posted: 15 Oct 2019

See all articles by Nicole Stofberg

Nicole Stofberg

University of Amsterdam Business School

Flore Bridoux

University of Amsterdam Business School

Francesca Ciulli

Radboud University Nijmegen

Niccolò Pisani

IMD

Ans Kolk

University of Amsterdam Business School

Marlene Vock

University of Amsterdam - Business School

Date Written: July 7, 2019

Abstract

The growth of peer-to-peer sharing is crucially dependent on continued participation of current platform members and on them behaving prosocially towards other participants who are usually strangers. We propose a relational-models view that revolves around the idea that how members perceive the relationships among participants on a sharing platform significantly affects these behavioural outcomes. We test this idea with a survey where we capture participants’ perceptions of sharing relationships using Fiske’s (1991) relational models - communal sharing, market pricing, and equality matching. We show that communal sharing and equality matching foster prosocial behaviour (which we label sharing citizenship behaviour) and the willingness to continue participating, whereas market pricing does not have the negative effects we expected. Our work advances relational models theory in addition to contributing to the literature on the sharing economy.

Keywords: peer-to-peer sharing, relational value, sharing citizenship behaviour, sharing economy, willingness to participate

JEL Classification: D03, D12, M13, M31, O31, O35, L26

Suggested Citation

Stofberg, Nicole and Bridoux, Flore and Ciulli, Francesca and Pisani, Niccolò and Kolk, Ans and Vock, Marlene, A Relational-Models View to Explain Peer-to-Peer Sharing (July 7, 2019). Journal of Management Studies, DOI: 10.1111/joms.12523 [open access], Available at SSRN: https://ssrn.com/abstract=3464883

Nicole Stofberg

University of Amsterdam Business School ( email )

Flore Bridoux

University of Amsterdam Business School ( email )

Roetersstraat 18
Amsterdam, 1018WB
Netherlands

Francesca Ciulli

Radboud University Nijmegen ( email )

Netherlands

Niccolò Pisani

IMD ( email )

Ch. de Bellerive 23
P.O. Box 915
CH-1001 Lausanne
Switzerland

HOME PAGE: http://www.imd.org/faculty/professors/pisani-niccolo/

Ans Kolk (Contact Author)

University of Amsterdam Business School ( email )

Plantage Muidergracht 12
Amsterdam, 1018 TV
Netherlands
+31 20 525 4289 (Phone)
+31 20 525 5281 (Fax)

HOME PAGE: http://www.anskolk.eu

Marlene Vock

University of Amsterdam - Business School ( email )

Roetersstraat 18
Amsterdam, 1018WB
Netherlands

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