Leonidou, LC, Aykol, B, Fotiadis, TA et al. (1 more author) (2018) Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects. International Business Review, 27 (1). pp. 246-258. ISSN 0969-5931
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.
Metadata
Item Type: | Article |
---|---|
Authors/Creators: |
|
Copyright, Publisher and Additional Information: | © 2017, Elsevier. This is an author produced version of a paper published in International Business Review. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Betrayal; Buyer-seller relationships; Exporting/importing |
Dates: |
|
Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 27 Jul 2017 11:05 |
Last Modified: | 07 Feb 2019 01:38 |
Status: | Published |
Publisher: | Elsevier |
Identification Number: | 10.1016/j.ibusrev.2017.07.005 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:119560 |