Please use this identifier to cite or link to this item:
|Title:||Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects||Authors:||Leonidou, Leonidas C.
Fotiadis, Thomas A.
|Major Field of Science:||Social Sciences||Field Category:||Economics and Business||Keywords:||Betrayal;Buyer-seller relationships;Exporting/importing||Issue Date:||Feb-2018||Source:||International Business Review, 2018, vol. 27, no. 1, pp. 246-258||Volume:||27||Issue:||1||Start page:||246||End page:||258||Journal:||International Business Review||Abstract:||Betrayal is a very common, but relatively under-researched, dark side phenomenon in inter-firm relationships that warrants investigation. We propose a conceptual model of the factors reducing betrayal intention in exporter-importer (E-I) working relationships and its resulting effect on actual betrayal. Using a random sample of 262 indigenous exporters of manufactured goods based in Greece, we confirm that betrayal intention in their relationships with foreign buyers is significantly and negatively affected by four key parameters, namely, trust, communication, long-term orientation, and social bonds. An importer’s betrayal intention is subsequently very likely to develop into actual betrayal in the relationship. However, this likelihood is lower in the case of older relationships, as well as those characterized by contractual obligation between the interacting parties.||ISSN:||0969-5931||DOI:||10.1016/j.ibusrev.2017.07.005||Rights:||© Elsevier||Type:||Article||Affiliation :||University of Cyprus
Dokuz Eylül University
Democritus University of Thrace
Cyprus University of Technology
|Appears in Collections:||Άρθρα/Articles|
checked on Aug 31, 2020
WEB OF SCIENCETM
checked on Oct 18, 2020
Page view(s) 5082
checked on Oct 25, 2020
Items in KTISIS are protected by copyright, with all rights reserved, unless otherwise indicated.