What Do You Expect? The Effect of Psychological Contracts on Affective Commitment in Industrial Marketing Relationships

Lövblad, Mikael; Bantekas, Apostolos

doi:10.1080/15332667.2010.502009

Cited by 13 publications

(9 citation statements)

References 44 publications

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“…This study is probably the first to apply the construct to relationship marketing research. The third is a study of B2B relationships in Sweden by Lövblad and Bantekas (2010), who found empirical support for a link between relational orientation and fulfillment of psychological contract, and affective relationship commitment. These three studies indicate the existence of psychological contracts between buyers and sellers, but do not investigate whether the construct has specific effects on the relationship between the parties.…”

Section: Psychological Contract: a Major Antecedent To Individual-level Affective Commitmentmentioning

confidence: 99%

Affective commitment in industrial customer‐supplier relations: a psychological contract approach

Lövblad

Hyder

Lönnstedt

2012

Journal of Business &Amp; Industrial Marketing

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Purpose -The purpose of this conceptual paper is to develop the construct of affective commitment in business-to-business relationships between customers and suppliers, as well as to introduce the psychological contract as a central antecedent to affective commitment. Design/methodology/approach -A review of the literature on psychological contracts and relationship marketing relating to affective relationship commitment was conducted to make a theoretical contribution in a buyer-supplier relationship context. Findings -By focusing on the individual and incorporating relevant mental processes, theories on affective commitment have been developed. A model and propositions concerning the impact of psychological contracts on affective relationship commitment are suggested, where the psychological contract plays a central role in mediating the effects of several antecedents to affective commitment. Research limitations/implications -By focusing on the individual's role in affective relationship commitment, this paper contrasts with much of the earlier research, which has used the firm as the unit of analysis. For practitioners, using such an approach will provide a more realistic view of the dynamics in the relationship. Originality/value -This study makes two main contributions. First, it develops conceptual clarity of the affective commitment construct by putting a clear focus on the individual. Second, it proposes a model that describes the influence of several antecedents to affective commitment, suggesting a central role of psychological contracts in explaining the presence of affective commitment in business-to-business relationships.

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Section: Psychological Contract: a Major Antecedent To Individual-level Affective Commitmentmentioning

confidence: 99%

Affective commitment in industrial customer‐supplier relations: a psychological contract approach

Lövblad

Hyder

Lönnstedt

2012

Journal of Business &Amp; Industrial Marketing

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“…Over time, researchers have described the commitment as multidimensional reflecting the varied reasons to keep a relationship and can be categorized into normative commitment, continuance commitment and affective commitment [64].…”

Section: Commitmentmentioning

confidence: 99%

“…It includes psychological phenomena and emotional ties and a sense of unity and desire to achieve the goals for the organization [66]. It is an association where the parties involved maintain a relationship and their desire to preserve it [64]. Occurs at the individual level [69], it is affective [59] and sense of belonging that identified the employee as an active member in the organization [61].…”

Section: Affective Commitmentmentioning

confidence: 99%

Influence of Relational Psychological Contract and Affective Commitment in the Intentions of Employee to Share Tacit Knowledge

Salazar-Fierro¹,

Bayardo²

2015

OJBM

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Organizational knowledge represents an organized group of data and information created and maintained by individuals and business through regulations and procedures [1]. It is essentially related to human action and it is part of the company's intangible assets [2]. This continuous and complex interaction works as a reciprocal process based on a psychological contract full of reciprocal expectations which stipulate the terms of trade and engagement between people and organizations. On one hand, organizations offer rewards, while on the other hand, employee provides his contribution, conceptualized as partners willing to invest their resources as they reach their objectives and obtain mutual benefits. When tacit knowledge is shared, it allows the creation ideas that contribute to innovation, the increases of firm value and the development of sustainable competitive advantages among others advantages. This paper is based on a comprehensive literature review, by analyzing scientific papers, whose purpose is to examine the influence of relational psychological contract and affective commitment in the intentions of employee to share tacit knowledge, as factors for the transfer to be successful.

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“…Previous studies relate PC to a service experience. For example, scholars have found PC to have a positive impact upon the level of trust and commitment in B2B relationships (Kingshott, 2006; Kingshott and Pecotich, 2007; Lövblad and Bantekas, 2010). Malhotra et al (2017) demonstrate the indirect effect of PC violation on customer’s re-patronage intention via trust and satisfaction in an online study.…”

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

Made for each other? Psychological contracts and service brands evaluations

Kingshott

Gaur

Sharma

et al. 2020

JSM

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Purpose This paper aims to investigate the individual and combined effects of three types of psychological contracts between customers and service employees (i.e. transactional, relational and communal), resulting from the service organizations’ relational marketing efforts, on their customers’ service brand evaluations in terms of their satisfaction, trust and commitment toward the brand. Design/methodology/approach This study uses a field-survey of 303 regular customers of beauty salons and hairdressers in Auckland, New Zealand. All the constructs were measured using adapted versions of well-established scales and data was analyzed using SmartPLS due to the relatively smaller sample size and the primary research objective being the prediction of the three outcome variables (i.e. satisfaction, trust and commitment). Findings Transactional and relational contracts have a negative and positive impact, respectively, upon communal contracts. Communal contracts mediate the impact of transactional and relational contracts on trust and commitment but not on satisfaction. Trust also mediates the relationship between satisfaction and commitment. Research limitations/implications This paper collected data from female customers of beauty salons and hairdressers in New Zealand, which may affect the generalizability of the results. Practical implications This study provides practical insights into the differences in the roles of psychological contracts between the customers and service employees, which may help managers in service firms improve their customer relationship outcomes. Originality/value This paper extends the relationship and services marketing literature to reveal the individual and combined effects of the three types of psychological contracts on customer satisfaction, trust and commitment toward their service brand.

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What Do You Expect? The Effect of Psychological Contracts on Affective Commitment in Industrial Marketing Relationships

Cited by 13 publications

References 44 publications

Affective commitment in industrial customer‐supplier relations: a psychological contract approach

Affective commitment in industrial customer‐supplier relations: a psychological contract approach

Influence of Relational Psychological Contract and Affective Commitment in the Intentions of Employee to Share Tacit Knowledge

Made for each other? Psychological contracts and service brands evaluations

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