Leonidou, L., Aykol, B., Nilssen, F. et al. (1 more author) (2025) Power dynamics, cooperation, and performance in exporter-importer relationships: The moderating role of partner incompatibility and emotion regulation. International Business Review. 102425. ISSN 0969-5931
Abstract
Drawing on Power-Dependence theory and Emotion Regulation theory, we examine the power dynamics of the relationship between exporters and importers. Data collected from 262 Greek exporters confirmed that the exporter’s dependence on the import buyer is conducive for the latter to exercise high levels of both non-coercive power and coercive power on the former. However, at higher levels of partner incompatibility, the impact of this dependence on importer’s exercised noncoercive power was weaker, but stronger in the case of coercive power. The importer’s exercise of non-coercive power on the exporter was subsequently found to enhance inter-organizational cooperation, whereas the opposite was true when exercising coercive power. However, the exporter’s ability to regulate emotions strengthened the positive impact of noncoercive power on inter-organizational cooperation but reduced the negative effect that coercive power has on it. Finally, inter-organizational cooperation was confirmed to improve relational performance.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | This is an author produced version of an article published in International Business Review, made available under the terms of the Creative Commons Attribution License (CC-BY), which permits unrestricted use, distribution and reproduction in any medium, provided the original work is properly cited. |
Keywords: | Power, Cooperation, Performance, Partner incompatibility, Emotion regulation, Business relationships |
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: | 05 Mar 2025 17:16 |
Last Modified: | 04 Apr 2025 10:34 |
Status: | Published online |
Publisher: | Elsevier |
Identification Number: | 10.1016/j.ibusrev.2025.102425 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:223998 |