Dimensions of the psychological contract in industrial customer- supplier relations
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چکیده
This explorative study examines customer-supplier relationships from the perspective of psychological contracts. Based on findings from a multiple case study, the content of the psychological contracts of individuals involved in customer-supplier relationships are presented. The study provides support for the use of psychological contracts for describing the dynamics of customer-supplier relations on an individual level, as well as for a transactional-relational dimension of the psychological contracts.
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Affective Relationship Commitment in Industrial Customer-Supplier Relations: A Psychological Contract Approach ABSTRACT Based on social exchange theory, a vast body of research has applied trust-commitment theory to explain marketing relationships and to predict their outcome in industrial contexts. Affective commitment
Based on social exchange theory, a vast body of research has applied trust-commitment theory to explain marketing relationships and to predict their outcome in industrial contexts. Affective commitment in particular has drawn much attention. A review of the literature shows that the research in the field is both scattered and fragmented. Further, the cultural context surrounding the relationshi...
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