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Title: The role of exercised power in causing infidelity in international buyer-seller relationships
Authors: Leonidou, Leonidas C. 
Aykol, Bilge 
Katsikeas, Constantine S. 
Christodoulides, Paul 
Major Field of Science: Social Sciences
Field Category: Economics and Business
Keywords: Power roots;Buyer-seller relationships
Issue Date: 2016
Source: 32nd IMP-conference in Poznan, 2016, Poland
Conference: IMP-conference in Poznan 
Abstract: We propose a conceptual model of the power roots and drivers of infidelity in exporterimporter (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.
Type: Conference Papers
Affiliation : Cyprus University of Technology 
Appears in Collections:Δημοσιεύσεις σε συνέδρια /Conference papers - poster -presentation

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