Project Management Institute

The Influence of Justice Perceptions and Affective States on Project Managers' Responses to Client Opportunism

The contribution of psychological factors in project relationships has received limited attention. Taking the standpoint of vendor project managers, we examine their justice perceptions, affect, and consequent behavior in response to client opportunism. Data collected from 182 respondents from the information technology industry reveal that vendor project managers perceive reduced distributive and interpersonal justice, and experience lower positive and higher negative affective states, resulting in more venting and disengagement and less constructive discussion and passive acceptance. Findings suggest that psychological factors can bring about detrimental behavior in client-vendor relationships. This has long-term implications for project relationships where client opportunism occurs.
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