Paper info

Dimensions of the psychological contract in industrial customer-supplier relations

MikaelA. Lövblad

The paper was published at the 25th IMP-conference in Marseille, France in 2009.

 This explorative study examines customer-supplier relationships from the perspective of psychological contracts. Based on findings from a multiple case study, the content of the psychological contracts of individuals involved in customer-supplier relationships are presented. The study provides support for the use of psychological contracts for describing the dynamics of customer-supplier relations on an individual level, as well as for a transactional-relational dimension of the psychological contracts.