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Affective Commitment in Industrial Customer-Supplier Relations: A Psychological Contract Approach
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies.
University of Gävle, Faculty of Education and Business Studies, Department of Business and Economic Studies. (ICM)
Department of Forest Products, Swedish University of Agricultural Sciences, Uppsala, Sweden.
2012 (English)In: The journal of business & industrial marketing, ISSN 0885-8624, E-ISSN 2052-1189, Vol. 27, no 4, 275-285 p.Article, review/survey (Refereed) Published
Abstract [en]

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.

Place, publisher, year, edition, pages
Emerald Group Publishing Limited, 2012. Vol. 27, no 4, 275-285 p.
Keyword [en]
Relational orientation, Balance of obligations, Individual level, Trust, Contracts, Business-to-business marketing, Channel relationships
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-12845DOI: 10.1108/08858621211221652ISI: 000304508500002Scopus ID: 2-s2.0-84859407532OAI: oai:DiVA.org:hig-12845DiVA: diva2:551572
Available from: 2012-09-11 Created: 2012-09-11 Last updated: 2017-04-10Bibliographically approved

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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
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  • asciidoc
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