Research Article
Relationship Building between Firms and Service Encounter Employees
1 Kyungpook National University, 2 Hanyang University
Published: January 2018 · Vol. 47, No. 1 · pp. 153-175
DOI: https://doi.org/10.17287/kmr.2018.47.1.153
Full Text
Abstract
Prior studies on relationship marketing have emphasized the importance of the relationship between firms and employees due to its influence on relationships with external customers, but empirical evidence from an academic perspective remains insufficient. Moreover, despite findings confirming that firm performance varies depending on how firms treat their employees, there has been little discussion on how to build relationships between firms and employees. The relationship marketing literature examines relational bonds as a strategy for relationship building and confirms that relational bonds play a decisive role in relational outcomes with customers. While prior research has investigated relational bonds as strategies for improving and maintaining firm-customer and inter-firm relationships, research related to employees has been inadequate. Therefore, this study sought to explore how relational bonds affect service encounter employees. Specifically, the study aimed to (1) examine how the three components of relational bonds—economic bonds, social bonds, and structural bonds—affect emotional exhaustion and job satisfaction through person-job fit of service encounter employees, and (2) investigate the moderating effect of tenure as a relational characteristic between relational bonds and person-job fit. For this purpose, a survey was conducted with 365 service providers in the financial and insurance industries and utilized for analysis. The results showed that the firm's relational bond strategies—economic bonds, social bonds, and structural bonds—enhanced person-job fit of service encounter employees. Service encounter employees with higher person-job fit experienced reduced emotional exhaustion and greater job satisfaction. Emotional exhaustion was also confirmed as a factor that diminishes job satisfaction among service encounter employees. Regarding the moderating effect of tenure, while economic bonds and structural bonds showed no moderating effects, in the case of social bonds, service encounter employees with longer tenure perceived a greater sense of fit with their jobs.
