Please use this identifier to cite or link to this item: https://ktisis.cut.ac.cy/handle/10488/15621
Title: The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships
Authors: Leonidou, Leonidas C. 
Aykol, Bilge 
Fotiadis, Thomas A. 
Zeriti, Athina 
Christodoulides, Paul 
Major Field of Science: Engineering and Technology
Field Category: Electrical Engineering - Electronic Engineering - Information Engineering
Keywords: Emotional intelligence;Relational performance;Exporting;Business relationships
Issue Date: 1-Dec-2019
Source: Journal of International Marketing, 2019, vol. 27, no. 4, pp. 58-80
Volume: 27
Issue: 4
Start page: 58
End page: 80
Journal: Journal of International Marketing 
Abstract: Despite the critical importance of emotional intelligence in effectively interacting with other people, its role has been overlooked in scholarly research on cross-border interorganizational relationships. Drawing on emotion regulation theory, the authors propose a model that conceptualizes links among exporters’ emotional intelligence, key behavioral dimensions characterizing the atmosphere of the relationship with import buyers, and the resulting relational performance. They test the model with data collected from 262 Greek exporters using structural equation modeling. The results indicate that higher levels of exporter emotional intelligence enhance communication and social bonding with the importer while diminishing distance and conflict in their working relationship. Relational performance is positively influenced by communication and social bonding but negatively affected by distance and conflict. The results also reveal the moderating effect of both opportunism and interpartner incompatibility on the association between the exporter’s emotional intelligence and the behavioral atmosphere of the relationship with import buyers.
ISSN: 1069031X
DOI: 10.1177/1069031X19876642
Rights: © American Marketing Association
Type: Article
Affiliation : University of Cyprus 
Dokuz Eylül University 
Democritus University of Thrace 
University of East Anglia 
Cyprus University of Technology 
Appears in Collections:Άρθρα/Articles

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