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Title: Exporters’ use of emotional intelligence to sustain quality relationships with foreign customers
Authors: Leonidou, Leonidas C. 
Aykol, Bilge 
Larimo, Jorma 
Kyrgidou, Lida P. 
Christodoulides, Paul 
Major Field of Science: Engineering and Technology
Field Category: Electrical Engineering - Electronic Engineering - Information Engineering
Keywords: Anchored on Emotion Regulation Theory (ERT)
Issue Date: 2019
Source: 15th Vaasa Conference on International Business at the University of Vaasa on August 19-21, 2019
Conference: Conference on International Business 
Abstract: Anchored on Emotion Regulation Theory (ERT), this study builds a model that conceptualizes the associations among emotional intelligence, relationship quality, and long-term orientation in Exporter-Importer business relationships. Using survey data collected from 262 Greek export manufacturers, it was found that there is a positive impact of an exporter’s level emotional intelligence on the quality (i.e., satisfaction, trust, cooperation, and commitment) of its relationship with the importer buyer. These positive effects are stronger when foreign buyers are based in countries characterized by high levels of uncertainty avoidance, but weaker in the case of importers coming from cultures characterized by high levels of power distance, individualism, and masculinity. Importantly, high levels of Exporter-Importer (E-I) relationship quality subsequently improve the long-term orientation in the relationship. Various theoretical and managerial implications are extracted from the study findings, as well as directions for future research.
Type: Conference Papers
Affiliation : University of Cyprus 
Dokuz Eylül University 
University of Vaasa 
International Hellenic University 
Cyprus University of Technology 
Appears in Collections:Δημοσιεύσεις σε συνέδρια /Conference papers - poster -presentation

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