Religiosity and Psychological Contracts in Asian B2B Service Relationships
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...
| Main Authors: | , , , , |
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| Format: | Journal Article |
| Published: |
Elsevier
2021
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| Online Access: | http://hdl.handle.net/20.500.11937/84766 |
| _version_ | 1848764681526706176 |
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| author | Kingshott, Russel Chung, Henry Putranta, Martinus Parnawa Sharma, Piyush Sima, H. |
| author_facet | Kingshott, Russel Chung, Henry Putranta, Martinus Parnawa Sharma, Piyush Sima, H. |
| author_sort | Kingshott, Russel |
| building | Curtin Institutional Repository |
| collection | Online Access |
| description | 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. |
| first_indexed | 2025-11-14T11:23:13Z |
| format | Journal Article |
| id | curtin-20.500.11937-84766 |
| institution | Curtin University Malaysia |
| institution_category | Local University |
| last_indexed | 2025-11-14T11:23:13Z |
| publishDate | 2021 |
| publisher | Elsevier |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | curtin-20.500.11937-847662024-09-03T01:43:11Z Religiosity and Psychological Contracts in Asian B2B Service Relationships Kingshott, Russel Chung, Henry Putranta, Martinus Parnawa Sharma, Piyush Sima, H. 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. 2021 Journal Article http://hdl.handle.net/20.500.11937/84766 10.1016/j.indmarman.2021.07.010 http://creativecommons.org/licenses/by-nc-nd/4.0/ Elsevier fulltext |
| spellingShingle | Kingshott, Russel Chung, Henry Putranta, Martinus Parnawa Sharma, Piyush Sima, H. Religiosity and Psychological Contracts in Asian B2B Service Relationships |
| title | Religiosity and Psychological Contracts in Asian B2B Service Relationships |
| title_full | Religiosity and Psychological Contracts in Asian B2B Service Relationships |
| title_fullStr | Religiosity and Psychological Contracts in Asian B2B Service Relationships |
| title_full_unstemmed | Religiosity and Psychological Contracts in Asian B2B Service Relationships |
| title_short | Religiosity and Psychological Contracts in Asian B2B Service Relationships |
| title_sort | religiosity and psychological contracts in asian b2b service relationships |
| url | http://hdl.handle.net/20.500.11937/84766 |