Religiosity and psychological contracts in Asian B2B service relationships

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dc.contributor.author Kingshott, Russel PJ
dc.contributor.author Chung, Henry FL
dc.contributor.author Putranta, Martinus Parnawa
dc.contributor.author Sharma, Piyush
dc.contributor.author Sima, Herbert
dc.date.accessioned 2021-10-05T04:27:41Z
dc.date.available 2021-10-05T04:27:41Z
dc.date.issued 2021-10-1
dc.identifier.issn 0019-8501
dc.identifier.uri https://hdl.handle.net/2292/56773
dc.description.abstract The growing significance of Asia in global trade has meant that service organizations within the region need to build robust relationships with customers that may reside in nations with different socio-cultural backgrounds. This paper draws on the theories of social exchange and social capital to examine how Indonesian service providers build B2B relationships with their Asian customers in the region, when the customers are from non-Islamic nations. This study used a survey to collect its primary data. Data from 312 Indonesian firms revealed that Asian cultural-specific concepts of religiosity not only had a positive impact on transactional and relational psychological contracts, but also dampened psychological contract breaches. Only relational psychological contracts had a positive effect on relational capital and relational wellbeing, despite transactional contracts being intrinsic to these relationships. Relational capital helped to reduce psychological contract breaches and improve relationship wellbeing, whereas psychological contract breaches reduced such wellbeing. Our findings significantly extend research on B2B service relationships and offer valuable managerial insights for service decision makers operating in Asia that involves B2B relationships between organizations with specific and different socio-cultural backgrounds.
dc.language en
dc.publisher Elsevier BV
dc.relation.ispartofseries Industrial Marketing Management
dc.rights Items in ResearchSpace are protected by copyright, with all rights reserved, unless otherwise indicated. Previously published items are made available in accordance with the copyright policy of the publisher.
dc.rights.uri https://researchspace.auckland.ac.nz/docs/uoa-docs/rights.htm
dc.subject 1503 Business and Management
dc.subject 1505 Marketing
dc.title Religiosity and psychological contracts in Asian B2B service relationships
dc.type Journal Article
dc.identifier.doi 10.1016/j.indmarman.2021.07.010
pubs.begin-page 138
pubs.volume 98
dc.date.updated 2021-09-22T03:28:28Z
dc.rights.holder Copyright: The author en
pubs.end-page 148
pubs.publication-status Accepted
dc.rights.accessrights http://purl.org/eprint/accessRights/RetrictedAccess en
pubs.subtype Article
pubs.elements-id 867300
pubs.online-publication-date 2021-8-25


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