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| Tekijä: | Kingshott, R.P.J Pecotich, A. |
| Otsikko: | The impact of psychological contracts on trust and commitment in supplier-distributor relationships |
| Lehti: | European Journal of Marketing
2007 : VOL. 41:9/10 p. 1053-1072 |
| Asiasana: | trust relationship marketing |
| Vapaa asiasana: | psychological contracts social exchange theory |
| Kieli: | eng |
| Tiivistelmä: | The main purpose of this study is to research the role of psychological contract within the business-to-customer relationship, and its impact on trust. The authors used a sample of 343 distributors and used it through a developed test model based on the social exchange theory. The paper finds that psychological contracts are perceptual in nature and include mutual obligations stemming from the relational marketing efforts between suppliers and distributors. This build was found to have positive effect upon the level of trust and commitment within the relationship. In the other hand perceived violations of the contract terms were found to lessen the distributor's level of trust. |
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