The power roots and drivers of infidelity in international business relationships

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Leonidou L. C., Aykol B., Spyropoulou S., Christodoulides P.

INDUSTRIAL MARKETING MANAGEMENT, cilt.78, ss.198-212, 2019 (SSCI) identifier identifier

  • Yayın Türü: Makale / Tam Makale
  • Cilt numarası: 78
  • Basım Tarihi: 2019
  • Doi Numarası: 10.1016/j.indmarman.2017.03.003
  • Dergi Adı: INDUSTRIAL MARKETING MANAGEMENT
  • Derginin Tarandığı İndeksler: Social Sciences Citation Index (SSCI), Scopus
  • Sayfa Sayıları: ss.198-212
  • Anahtar Kelimeler: Exporting, Exporter-importer relationships, Infidelity, Power, Distance, Opportunism, Uncertainty, BUYER-SELLER RELATIONSHIPS, COMMON METHOD VARIANCE, INFLUENCE STRATEGIES, RELATIONSHIP COMMITMENT, RELATIONSHIP QUALITY, PERFORMANCE CONSEQUENCES, INTERFIRM RELATIONSHIPS, DISTRIBUTOR RELATIONS, CONTEXTUAL FACTORS, LIFE-CYCLE
  • Dokuz Eylül Üniversitesi Adresli: Evet

Özet

We propose a conceptual model of the power roots and drivers of infidelity in exporter-importer (E-I) working relationships. Based on data collected from 262 Greek export manufacturers, we confirm that the exercise of coercive power in the E-I working relationship by the exporter has positive effects on distance, opportunism, and uncertainty, as opposed to the exercise of non-coercive power that exhibit negative effects. In turn, distance, opportunism, and uncertainty each contribute toward driving infidelity in the relationship by the importer. The relationship length and relationship status were also found to have a control effect on infidelity. (C) 2017 Elsevier Inc. All rights reserved.