Trust-materiality theory of social exchange: the evolution of social exchange through relationship trust and object materiality interplays

Purpose This research paper aims to understand the relationship between interpersonal trust and the material aspects of social exchange. It explores how interactions between exchange partners and their material objects contribute to the development of social exchange approaches. Design/methodology/approach This research adopted a qualitative approach that included two main stages: a non-participatory netnography and semi-structured online interviews. The netnography focused on an online community that discusses designer handbags, with YouTube being used to recruit participants for the online interviews. A thematic analysis was conducted to identify recurring patterns and concepts in the data. Findings The findings of this research reorient the current understanding of social exchange as a dynamic and materially mediated process, unfolding through three progressive stages including perplexity, clarification and stabilisation. Furthermore, the findings reveal that interactions between exchange partners and the materials involved in exchange can both empower and constrain interpersonal trust, thereby shaping the course of social exchange relationships. Additionally, the continuous interaction between materiality and interpersonal trust gives rise to three concurrent approaches to social exchange: conditional, unconditional and prohibitive. Research limitations/implications This research provides novel insights into the multifaceted nature of social exchange in the context of designer handbags. Future research could apply the proposed conceptual framework to contexts where exchange materials carry lower sentimental and market value, to further examine the interplay between materiality and interpersonal trust. Additionally, as the study did not trace individuals’ movement across exchange stages, it remains limited in explaining how trust developed in one form of exchange may translate to others. Practical implications The results allow practitioners and managers of peer-to-peer sharing platforms to synthesise ways to alleviate concerns of risk involved in collaborative and peer-to-peer consumption. Originality/value This research contributes to a deeper understanding of social exchange by showing how the interaction between materiality and interpersonal trust plays a central role in shaping exchange relationships. It moves beyond traditional explanations focused solely on reciprocity and indebtedness, providing a more nuanced account of how social exchange is enacted.