Leonidou, LC, Aykol, B, Larimo, J et al. (2 more authors) (2021) Enhancing International Buyer-Seller Relationship Quality and Long-Term Orientation Using Emotional Intelligence: The Moderating Role of Foreign Culture. Management International Review, 61. pp. 365-402. ISSN 0938-8249
Abstract
Building on Emotion Regulation Theory, we examine the role of an exporter’s emotional intelligence (EI) in enhancing the quality and boosting the long-term orientation of the working relationship with its import buyers. Using data gathered from 262 Greek exporters, we confirm that the proper use of EI helps to improve trust, commitment, cooperation, and satisfaction in the relationship with their importers, which subsequently contribute to its long-term orientation. This favorable effect of EI on relationship quality dimensions is amplified when exporters deal with importers located in countries with cultures characterized by low power distance, low individualism, low masculinity, high uncertainty avoidance, and high (national) long-term orientation.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | © The Author(s), under exclusive licence to Springer-Verlag GmbH Germany, part of Springer Nature 2021. This is an author produced version of an article published in Management International Review. Uploaded in accordance with the publisher's self-archiving policy. |
Keywords: | Emotional intelligence; Exporting; Buyer–seller relationships; Culture |
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: | 14 Jul 2021 15:08 |
Last Modified: | 27 Jul 2022 00:13 |
Status: | Published |
Publisher: | Springer |
Identification Number: | 10.1007/s11575-021-00447-w |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:176039 |