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What Do You Expect?: The Effect of Psychological Contracts on Affective Commitment in Industrial Marketing Relationships
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies. (International Cultural Management)
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies.
2010 (English)In: Journal of Relationship Marketing, ISSN 1533-2667, E-ISSN 1533-2675, Vol. 9, no 3, 161-178 p.Article in journal (Refereed) Published
Abstract [en]

Affective relationship commitment has in several studies been identified as a crucial factor in the longevity of business relationships. In this article, it is argued that affective commitment should be researched on the individual level rather than the organizational level and that relevant psychological processes need to be incorporated into theory in order to increase understanding regarding the dynamics of this aspect of relationship commitment. The psychological contract, a construct derived from organizational psychology, is tested as an antecedent to affective commitment in relationships between buyers and sellers in the market for industrial supplies in Sweden. The findings indicate that the relational orientation of the psychological contract, as well as the evaluation of the same, has explanatory value when related to affective commitment in business-to-business relationships.

Place, publisher, year, edition, pages
London: Routledge , 2010. Vol. 9, no 3, 161-178 p.
Keyword [en]
balance, dyadic relationships, relational, social exchange theory, transactional
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-7402DOI: 10.1080/15332667.2010.502009Scopus ID: 2-s2.0-77956051482OAI: oai:DiVA.org:hig-7402DiVA: diva2:345728
Available from: 2010-08-26 Created: 2010-08-26 Last updated: 2016-07-05Bibliographically approved

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Lövblad, MikaelBantekas, Apostolos
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CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • harvard-cite-them-right
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • sv-SE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • de-DE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf