The power roots and drivers of infidelity in international business relationships |
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| Institution: | 1. School of Economics and Management, University of Cyprus, Kallipoleos 75, P.O. Box 20537, CY-1678 Nicosia, Cyprus;2. Dokuz Eylul University, Faculty of Business, Kaynaklar Campus, Buca, 35390 Izmir, Turkey;3. Leeds University Business School, Maurice Keyworth Building, University of Leeds, Leeds LS2 9JT, United Kingdom;4. Cyprus University of Technology, 30 Archbishop Kyprianos Str, 3036 Limassol, Cyprus |
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| Abstract: | We propose a conceptual model of the power roots and drivers of infidelity in exporter-importer (E-I) working relationships. Based on data collected from 262 Greek export manufacturers, we confirm that the exercise of coercive power in the E-I working relationship by the exporter has positive effects on distance, opportunism, and uncertainty, as opposed to the exercise of non-coercive power that exhibit negative effects. In turn, distance, opportunism, and uncertainty each contribute toward driving infidelity in the relationship by the importer. The relationship length and relationship status were also found to have a control effect on infidelity. |
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