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    Religiosity and Psychological Contracts in Asian B2B Service Relationships

    Access Status
    Fulltext not available
    Embargo Lift Date
    2024-08-26
    Authors
    Kingshott, Russel
    Chung, Henry
    Putranta, Martinus Parnawa
    Sharma, Piyush
    Sima, H.
    Date
    2021
    Type
    Journal Article
    
    Metadata
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    Citation
    Kingshott, R. and Chung, H. and Putranta, M.P. and Sharma, P. and Sima, H. 2021. Religiosity and Psychological Contracts in Asian B2B Service Relationships. Industrial Marketing Management.
    Source Title
    Industrial Marketing Management
    DOI
    10.1016/j.indmarman.2021.07.010Get
    ISSN
    0019-8501
    Faculty
    Faculty of Business and Law
    School
    School of Management and Marketing
    URI
    http://hdl.handle.net/20.500.11937/84766
    Collection
    • Curtin Research Publications
    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.

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