How to foster contractors’ in-role and extra-role behavior: the role of interpersonal ties and dependence asymmetry

Abstract

Boundary spanners of construction projects are representatives of the interaction between the client and the contractor, and their good interpersonal ties are a catalyst for the development of cooperation between the two organizations and play an important role in project success. However, in the existing research, the relationship between interpersonal ties and cooperative behavior is still controversial, and little attention is paid to the individual level of construction projects. Therefore, this study explores the influence mechanism of each dimension of boundary spanners’ interpersonal ties (obligatory ties, instrumental ties, and affective ties) on contractors’ cooperative behavior (in-role and extra-role behavior) and the moderating effect of dependence asymmetry. The data from 248 questionnaires completed by practitioners in the Chinese construction industry show that obligatory ties positively affect contractors’ in-role and extra-role behavior, and the correlation between obligatory ties and in-role and extra-role behavior is positively moderated by dependence asymmetry. Moreover, instrumental ties are positively related to contractors’ in-role and extra-role behavior. However, affective ties only positively affect contractors’ extra-role behavior, and this effect is negatively moderated by dependence asymmetry. These findings have implications for clients and contractors and can help them maintain their relationships, thus improving project performance.