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Seeing relationships through the lens of psychological contracts: the structure of consumer service relationships

Author

Listed:
  • Lin Guo

    (University of New Hampshire)

  • Thomas W. Gruen

    (University of New Hampshire)

  • Chuanyi Tang

    (Old Dominion University)

Abstract

Serving as mental models, psychological contracts guide consumers’ service interactions with their service providers. This study incorporates a psychological contract perspective into the relationship marketing literature, exploring service customers’ beliefs about the terms and conditions of the resource exchange process and the types of relationships they form with service providers. It provides new insights that explain why and how some customers respond favorably to a company’s relationship overtures and investments while others do not. A latent class analysis on a sample of 700 consumers across three different service industries reveals that consumers form four distinct types of psychological contracts: relational, standard, transitional, and captive. To further validate the differences between the contract types, open-ended responses from the respondents were sorted by each class. The distinctive themes that emerged provide a richer understanding of the characteristics of each class beyond those inferred from the quantitative results. Each contract type is also profiled against its underlying level of trust, satisfaction, and commitment to understand the relationship between the contract types and these traditional relationship marketing variables. Marketers can differentiate their relationship marketing strategies and allocate their resource investments more effectively by segmenting consumers according to their psychological contract type.

Suggested Citation

  • Lin Guo & Thomas W. Gruen & Chuanyi Tang, 2017. "Seeing relationships through the lens of psychological contracts: the structure of consumer service relationships," Journal of the Academy of Marketing Science, Springer, vol. 45(3), pages 357-376, May.
    • Handle: RePEc:spr:joamsc:v:45:y:2017:i:3:d:10.1007_s11747-015-0462-5
    DOI: 10.1007/s11747-015-0462-5
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    References listed on IDEAS

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    1. Gruen, Thomas W., 1995. "The outcome set of relationship marketing in consumer markets," International Business Review, Elsevier, vol. 4(4), pages 447-469.
    2. M. Bensaou & N. Venkatraman, 1995. "Configurations of Interorganizational Relationships: A Comparison Between U.S. and Japanese Automakers," Management Science, INFORMS, vol. 41(9), pages 1471-1492, September.
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