Power dynamics, cooperation, and performance in exporter-importer relationships: The moderating role of partner incompatibility and emotion regulation
INTERNATIONAL BUSINESS REVIEW, vol.34, no.4, 2025 (SSCI, Scopus)
- Publication Type: Article / Article
- Volume: 34 Issue: 4
- Publication Date: 2025
- Doi Number: 10.1016/j.ibusrev.2025.102425
- Journal Name: INTERNATIONAL BUSINESS REVIEW
- Journal Indexes: Social Sciences Citation Index (SSCI), Scopus, Public Affairs Index
- Keywords: Power, Cooperation, Performance, Partner incompatibility, Emotion regulation, Business relationships
- Dokuz Eylül University Affiliated: Yes
Abstract
Drawing on Power-Dependence theory and Emotion Regulation theory, we examine the power dynamics of the relationship between exporters and importers. Data collected from 262 Greek exporters confirmed that the exporter's dependence on the import buyer is conducive for the latter to exercise high levels of both non-coercive power and coercive power on the former. However, at higher levels of partner incompatibility, the impact of this dependence on importer's exercised noncoercive power was weaker, but stronger in the case of coercive power. The importer's exercise of non-coercive power on the exporter was subsequently found to enhance interorganizational cooperation, whereas the opposite was true when exercising coercive power. However, the exporter's ability to regulate emotions strengthened the positive impact of noncoercive power on interorganizational cooperation but reduced the negative effect that coercive power has on it. Finally, interorganizational cooperation was confirmed to improve relational performance.