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Title: Betrayal in international buyer-seller relationships: Its drivers and performance implications
Authors: Leonidou, Leonidas C. 
Aykol, Bilge 
Fotiadis, Thomas A. 
Christodoulides, Paul 
Zeriti, Athina 
Major Field of Science: Engineering and Technology
Field Category: Electrical Engineering - Electronic Engineering - Information Engineering
Keywords: Relational performance;Social exchange theory;Betrayal;Exporting;Exporter-importer relationships
Issue Date: 1-Jan-2017
Source: Journal of World Business, 2017, vol. 52, no. 1, pp. 28–44
Volume: 52
Issue: 1
Start page: 28
End page: 44
Journal: Journal of World Business 
Abstract: Although betrayal is a common phenomenon in inter-organizational cross-border relationships, the pertinent literature has remained relatively silent as regards its examination. However, the effects of betrayal are both long-lasting and destructive, and therefore an in-depth investigation of the factors that are driving it, as well as its performance outcomes, is considered necessary. Using a sample of 262 exporters, we confirm that betrayal in their relationships with foreign buyers is significantly and positively affected by relational uncertainty, opportunism, inter-partner incompatibility, relational distance, and conflict. The harmful effect of most of these factors on betrayal becomes stronger in the case of high foreign environmental uncertainty and high foreign market dynamism. The importer’s betrayal actions are in turn responsible for reducing relational performance. In fact, this negative association between importer’s betrayal and relational performance is more evident in relationships characterized by low dependence levels and low degrees of tolerance by the exporter.
ISSN: 10909516
DOI: 10.1016/j.jwb.2016.10.007
Rights: © Elsevier
Type: Article
Affiliation : University of Cyprus 
Dokuz Eylül University 
Democritus University of Thrace 
Cyprus University of Technology 
University of East Anglia 
Appears in Collections:Άρθρα/Articles

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