Leonidou, LC, Aykol, B, Fotiadis, TA et al. (2 more authors) (2019) The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships. Journal of International Marketing, 27 (4). pp. 58-80. ISSN 1069-031X
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.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © American Marketing Association, 2019. This is an author produced version of an article published in the Journal of International Marketing. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | business relationships, emotional intelligence, exporting, relational performance |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 29 Aug 2019 13:57 |
Last Modified: | 19 Nov 2020 10:48 |
Status: | Published |
Publisher: | SAGE Publications |
Identification Number: | 10.1177/1069031X19876642 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:150142 |