Emotional intelligence, power dynamics, and long-term orientation in exporter-importer relationships: The moderating role of interdependence and incompatibility
Date Issued
June 22, 2022
Abstract
Drawing on Emotion Regulation Theory, we propose a model conceptualization the role
of emotional intelligence in achieving long-term orientation in exporter-importer
relationships, through the proper exercise of power sources. The model was empirically
tested with structural equation modeling using data collected from 262 Greek export
manufacturers. The results reveal that the exporter’s emotional intelligence is
positively related to the exercise of non-coercive power, but negatively associated with
the use of coercive power on the importer buyer. As opposed to coercive power, noncoercive power was conducive to increase communication and decreases conflict
between interacting parties. In turn, high levels of communication and low levels of
conflict were found to enhance long-term orientation in the exporter-importer
relationship. Finally, high levels of interdependence and incompatibility between the
two parties are responsible for enhancing the positive effect of non-coercive power on
communication and further reducing its negative impact on conflict, while the reverse
was true with regard to the use of coercive power.
of emotional intelligence in achieving long-term orientation in exporter-importer
relationships, through the proper exercise of power sources. The model was empirically
tested with structural equation modeling using data collected from 262 Greek export
manufacturers. The results reveal that the exporter’s emotional intelligence is
positively related to the exercise of non-coercive power, but negatively associated with
the use of coercive power on the importer buyer. As opposed to coercive power, noncoercive power was conducive to increase communication and decreases conflict
between interacting parties. In turn, high levels of communication and low levels of
conflict were found to enhance long-term orientation in the exporter-importer
relationship. Finally, high levels of interdependence and incompatibility between the
two parties are responsible for enhancing the positive effect of non-coercive power on
communication and further reducing its negative impact on conflict, while the reverse
was true with regard to the use of coercive power.
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