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Πεδίο DCΤιμήΓλώσσα
dc.contributor.authorLeonidou, Leonidas C.-
dc.contributor.authorAykol, Bilge-
dc.contributor.authorFotiadis, Thomas A.-
dc.contributor.authorZeriti, Athina-
dc.contributor.authorChristodoulides, Paul-
dc.date.accessioned2020-01-15T13:10:48Z-
dc.date.available2020-01-15T13:10:48Z-
dc.date.issued2019-12-01-
dc.identifier.citationJournal of International Marketing, 2019, vol. 27, no. 4, pp. 58-80en_US
dc.identifier.issn1069031X-
dc.identifier.urihttps://hdl.handle.net/20.500.14279/15621-
dc.description.abstractDespite 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.en_US
dc.formatpdfen_US
dc.language.isoenen_US
dc.relation.ispartofJournal of International Marketingen_US
dc.rights© American Marketing Associationen_US
dc.subjectEmotional intelligenceen_US
dc.subjectRelational performanceen_US
dc.subjectExportingen_US
dc.subjectBusiness relationshipsen_US
dc.titleThe Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationshipsen_US
dc.typeArticleen_US
dc.collaborationUniversity of Cyprusen_US
dc.collaborationDokuz Eylül Universityen_US
dc.collaborationDemocritus University of Thraceen_US
dc.collaborationUniversity of East Angliaen_US
dc.collaborationCyprus University of Technologyen_US
dc.subject.categoryElectrical Engineering - Electronic Engineering - Information Engineeringen_US
dc.journalsSubscriptionen_US
dc.countryCyprusen_US
dc.countryTurkeyen_US
dc.countryGreeceen_US
dc.countryUnited Kingdomen_US
dc.subject.fieldEngineering and Technologyen_US
dc.publicationPeer Revieweden_US
dc.identifier.doi10.1177/1069031X19876642en_US
dc.identifier.scopus2-s2.0-85073970606-
dc.identifier.urlhttps://api.elsevier.com/content/abstract/scopus_id/85073970606-
dc.relation.issue4en_US
dc.relation.volume27en_US
cut.common.academicyear2019-2020en_US
dc.identifier.spage58en_US
dc.identifier.epage80en_US
item.fulltextNo Fulltext-
item.languageiso639-1en-
item.grantfulltextnone-
item.openairecristypehttp://purl.org/coar/resource_type/c_6501-
item.cerifentitytypePublications-
item.openairetypearticle-
crisitem.journal.journalissn1547-7215-
crisitem.journal.publisherSage-
crisitem.author.deptDepartment of Electrical Engineering, Computer Engineering and Informatics-
crisitem.author.facultyFaculty of Engineering and Technology-
crisitem.author.orcid0000-0002-2229-8798-
crisitem.author.parentorgFaculty of Engineering and Technology-
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