Idiosyncratic deals in less competitive labor markets: testing career i-deals in the Greek context of high uncertainties

Anastasia A. Katou, Pawan S. Budhwar, Charmi Patel

Research output: Contribution to journalArticlepeer-review


This study investigates the impact of pre-hiring (ex-ante) and after-hiring (ex-post) negotiation on organizational citizen behavior (OCB), through three serially connected relationships: (1) between the timing of negotiation and career i-deals (idiosyncratic deals), moderated by feelings of self-worth; (2) between career i-deals and OCB, mediated by psychological contract fulfillment, and employee organizational commitment; and (3) between employer and employee psychological contract fulfillment, mediated by employee organizational commitment. To do so, it utilizes the social exchange theory, and a sample of 1768 employees working within 162 private organizations in the current context of high economic and financial uncertainties in Greece. Using a comprehensive framework tested by structural equation multilevel modeling, the study conclusions imply that in the less-competitive labor market of Greece, (a) core self-evaluation (CSE), which reflect individual differences, do not moderate the relationship between timing of negotiation and career i-deals, but independently predicts career i-deals; (b) career i-deals influence psychological contract expressed in promises fulfillment (PF); employee organizational commitment constitutes the binding epicenter of the relationships between employer and employees PF and between career i-deals and OCB. Based on these findings, the study has several theoretical and practical implications for high uncertainty contexts.
Original languageEnglish
Pages (from-to)3748-3775
Number of pages28
JournalInternational Journal of Human Resource Management
Issue number17
Early online date2 May 2020
Publication statusPublished - 2021


  • Greece
  • Idiosyncratic deals
  • career i-deals
  • employee outcomes
  • ex-ante and ex-post negotiations
  • high uncertainties
  • psychological contracts


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