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A study of affective relationship commitment and the psychological contract

Lövblad, Mikael (2011). A study of affective relationship commitment and the psychological contract. Diss. (sammanfattning/summary) Uppsala : Sveriges lantbruksuniv., Acta Universitatis Agriculturae Sueciae, 1652-6880 ; 2011:12
ISBN 978-91-576-7547-7
[Doctoral thesis]

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Commitment is widely recognized as a crucial component for reaching long term, profitable relationships between firms. This study focuses on one specific dimension of the commitment construct, that of affective relationship commitment, since previous literature has indicated its centrality in achieving positive relationship outcomes. The thesis also explores the psychological contract, a construct derived from the field of organizational psychology, and investigate the content and consequences of the construct in relationships between customers and suppliers on the market for industrial supplies. In this thesis, the conceptual scope of the affective commitment construct is further developed, and it is argued that affective relationship commitment can only occur at the individual level. In order to understand its formation there is a need to incorporate relevant psychological aspects into the theory. By the use of qualitative and quantitative methods, the psychological contracts of individuals involved in customer-supplier relationships on the market for industrial supplies are investigated. Case studies were performed in Sweden and the USA, and a quantitative survey was conducted in Sweden, the United Kingdom and Spain. Findings show that the psychological contract does have value in describing and understanding perceived promises and obligations in the context of customer-supplier relationships, thus complementing established constructs such as relationship norms in the analysis of this type of relationships. It is indicated in the empirical findings that the relational orientation of the psychological contract, as well as the evaluation of it, has influence on the building of affective commitment. The study confirms the central role of trust in predicting the occurrence of affective commitment. It is also indicated that affective commitment, as an individual level construct, does have influence on the organizational level construct of behavioral commitment.

Authors/Creators:Lövblad, Mikael
Title:A study of affective relationship commitment and the psychological contract
Series Name/Journal:Acta Universitatis Agriculturae Sueciae
Year of publishing :2011
Number of Pages:60
ALLI Lövblad, M. A., Hyder, A. S. & Lönnstedt, L. (in review). Affective commitment in industrial customer-supplier relations: A psychological contract approach. Journal of Business and Industrial Marketing II Lövblad, M. (in review). Psychological contracts in industrial customer-supplier relations. Journal of Global Marketing III Lövblad, M. & Bantekas, A. (2010). What Do You Expect? The Effect of Psychological Contracts on Affective Commitment in Industrial Marketing Relationships. Journal of Relationship Marketing 9(3), 161-178. IV Lövblad, M. (in review). The impact of psychological contracts and trust on affective relationship commitment – A three country study. Journal of Business Market Management
Place of Publication:Uppsala
ISBN for printed version:978-91-576-7547-7
Publication Type:Doctoral thesis
Full Text Status:Public
Agrovoc terms:contracts, psychological factors, enterprises, questionnaires, interorganizational relationships, behaviour
Keywords:Social exchange, trust, interpersonal, business-to-business, interorganizational.
Permanent URL:
ID Code:2452
Department:(S) > Dept. of Forest Products (until 180101)
Deposited By: Mikael Lövblad
Deposited On:09 Mar 2011 00:00
Metadata Last Modified:02 Dec 2014 10:18

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