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

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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.

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Authors and Affiliations

  1. Peter T. Paul College of Business and Economics, University of New Hampshire, 10 Garrison Avenue, Durham, NH, 03824-2602, USA

    Lin Guo & Thomas W. Gruen

  2. Strome College of Business, Old Dominion University, Norfolk, VA, 23529-0220, USA

    Chuanyi Tang

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  1. Lin Guo
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  2. Thomas W. Gruen
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  3. Chuanyi Tang
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Correspondence to Thomas W. Gruen.

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Guo, L., Gruen, T.W. & Tang, C. Seeing relationships through the lens of psychological contracts: the structure of consumer service relationships. J. of the Acad. Mark. Sci. 45, 357–376 (2017). https://doi.org/10.1007/s11747-015-0462-5

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  • DOI: https://doi.org/10.1007/s11747-015-0462-5

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