Original scientific paper

THE IMPACT OF PSYCHOLOGICAL CONTRACT ON RELATIONSHIP QUALITY IN FINANCIAL SERVICES MARKET

Mario Pepur orcid.org/0000-0001-7564-5442 ; Faculty of Economics Split, University of Split, Split, Croatia
Zoran Mihanović ; Faculty of Economics Split, University of Split, Split, Croatia
Sandra Pepur ; Faculty of Economics Split, University of Split, Split, Croatia

Abstract

The theoretical arguments of the psychological contracts arise from the social exchange theory. According to this theory, all the parties involved in any type of relationships want to build a relationship based on mutual respect and fairness. The main goal of this paper is to explore the influence that psychological contracts have on the quality of the business-to-business relationship in the financial services market. The research conducted in this paper continued the pioneer work of Kingshott and Pecotich (2007) and by extending their conceptual model it provided the theoretical and practical insights specific to the business-to-business market. In the empirical part of the paper, the relationship between hotels and financial institutions in the Republic of Croatia is tested using the canonical correlation analysis. The results of the analysis confirm that the psychological contracts
have an influence on the relationship quality between the partners in the financial services market.

Keywords

Psychological contract; Relationship quality; Business-to-business marketing

Hrčak ID:

97385

URI

https://hrcak.srce.hr/97385

Publication date:

1.2.2013.

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