Examining relationship value in cross-border business relationships: A comparison between correlational and configurational approaches

Skarmeas, Dionysis; Saridakis, Charalampos; Leonidou, Constantinos N.

doi:10.1016/j.jbusres.2017.12.039

Cited by 16 publications

(12 citation statements)

References 45 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…As such, when properly used, emotional intelligence helps monitor emotions in such a way as to give direction to the behavioral dynamics of the working relationship with the aim to improve its effectiveness and efficiency (Vandekerckhove et al 2008). In particular, the emphasis of our study is on behavioral aspects that have been repeatedly cited in the pertinent literature as critical in cross-border interorganizational relationships—namely, communication, social bonding, relational distance, and conflict (Barnes et al 2010; Skarmeas, Saridakis, and Leonidou 2018; Yen and Barnes 2011).…”

mentioning

confidence: 99%

The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships

Leonidou¹,

Aykol²,

Fotiadis³

et al. 2019

Journal of International Marketing

View full text Add to dashboard Cite

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.

show abstract

mentioning

confidence: 99%

The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships

Leonidou¹,

Aykol²,

Fotiadis³

et al. 2019

Journal of International Marketing

View full text Add to dashboard Cite

show abstract

“…As a result, B2B exporting practitioners lack academic guidance on how to increase relational advantage in their key E-I relationships by properly managing their relational assets. By building on these gaps, this study extends relationship value literature (Skarmeas et al , 2016; Skarmeas et al , 2018; Skarmeas et al , 2019) by showing the importance of boundary conditions that enhance or diminish the impact of relational drivers on relationship value within key E-I relationships. In the following, the specific contributions that arise from the study’s findings are showcased.…”

Section: Discussionmentioning

confidence: 82%

“…In such situation, firms are looking for how to maximize the benefits of entering business relationship arrangements. For these reasons, researchers continue to investigate what comprises the value embedded in business relationships (Luu et al , 2018b; Ulaga and Eggert, 2006) and they conclude that value may be the driving force for why some relationships gain more advantage than others (Skarmeas et al , 2018). We define E-I relationship value as the exporter’s assessment of overall benefits and costs related to working relationship with the importer (Skarmeas et al , 2016).…”

Section: Conceptual Development and Literature Overviewmentioning

confidence: 99%

“…We define E-I relationship value as the exporter’s assessment of overall benefits and costs related to working relationship with the importer (Skarmeas et al , 2016). How relationship value is built was the topic of several B2B studies in domestic (Ritter and Walter, 2012; Ulaga and Eggert, 2006a; Ulaga and Eggert, 2006) and E-I setting (Lai et al , 2015; Skarmeas et al , 2016; Skarmeas et al , 2018; Skarmeas et al , 2019) (see Table I). However, this study focuses on two previously unexplored antecedents of E-I relationship value, namely: relational capital and importer’s RSIs.…”

Section: Conceptual Development and Literature Overviewmentioning

confidence: 99%

See 1 more Smart Citation

How relational drivers affect relationship value in key exporter-importer relationships: a dark side perspective

Miočević

2020

JBIM

View full text Add to dashboard Cite

Purpose B2B marketing scholarship has acknowledged that relational capital and relationship-specific investments (RSIs) are critical relational drivers for explaining the success of business relationships, especially those in an export-import (E-I) context. However, the literature is still inconclusive on whether E-I partners should accentuate relational drivers to the fullest in order to increase relationship value. By drawing on relational view of competitive advantage and literature that explored the dark side of business relationships, the author builds a conceptual model exploring the boundary conditions (historical ties and relational capabilities) upon which relational drivers enhance or diminish relationship value in key E-I relationships. Design/methodology/approach To test the proposed model, a survey was conducted among 114 industrial exporters from Croatia. The data was analyzed with the use of confirmatory factor analysis and hierarchical regression. Findings This study contributes to the international B2B literature in two ways. First, the findings show that in the case of strong historical ties between E-I partners, relational capital has an inverted U-shape association with the relationship value, whereas in the case of weak historical ties this relationship becomes linear. Second, the findings show that an importer’s RSI will lead to the highest relationship value when an exporter reciprocates through employing relational capabilities through which the exporter adapts his business model to the needs of the importer. In case of an exporter’s weak relational capabilities, the relationship between an importer’s RSIs and the relationship value flips into an inverted U-shape. Originality/value This study extends the literature on dark side of business relationships by offering insights into the boundary conditions that are essential for sustaining the relationship value in key E-I relationships. The study reveals that historical ties and relational capabilities represent boundary conditions that offer a more detailed explanation what is the optimal configuration of relational drives that would increase the relationship value between key E-I partners.

show abstract

“…cross-cultural training, trips abroad and language programme) (Leonidou et al, 2006(Leonidou et al, , 2011. Since psychic distance provides international managers with difficulties in the management of buyer-seller exchange relationship due to lack of common cognitive frameworks (Skarmeas et al, 2018), a deliberate strategy to strengthen import managers' metacognitive CQ will serve as a coping mechanism for firms and also support import managers in the development of successful business strategies in other to operate in an unfamiliar cultural and business environment effectively, which in turn will boost performance relationship.…”

Section: Managerial Implicationsmentioning

confidence: 99%

Cultural intelligence and managerial relational performance: a resource advantage perspective

Egwuonwu

Sarpong

Mordi

2020

JIC

View full text Add to dashboard Cite

PurposeDrawing on the resource-advantage theory, the authors examine the effect of import managers' cultural intelligence (CQ) on their foreign counterpart's psychic distance and relational performance.Design/methodology/approachSurvey data collected from 228 Nigerian automobile import managers were analyzed using structural equation modelling (SEM) to examine the relationship among the study variables. The measure of CQ in this study comprises metacognitive and motivational CQs to examine the relations between metacognitive and motivational CQs on psychic distance and their ultimate effect on relational performance.FindingsThis study suggests that metacognitive CQ reduces the effect of psychic distance in buyer–seller exchange relationships, and in the presence of a low-level psychic distance, relational performance increases. Confirming the intervening role of CQ on performance relationship, the study highlights the role of CQ and its influence on psychic distance in facilitating (or impeding) relational exchanges in international buyer–seller transactions.Originality/valueThe authors present the concept of CQ as a human capital that has the potential to improve managerial relational performance. The authors go further to advance the potential significance and relevance of CQ in improving international buyer–seller exchanges.

show abstract

Examining relationship value in cross-border business relationships: A comparison between correlational and configurational approaches

Cited by 16 publications

References 45 publications

The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships

The Role of Exporters’ Emotional Intelligence in Building Foreign Customer Relationships

How relational drivers affect relationship value in key exporter-importer relationships: a dark side perspective

Cultural intelligence and managerial relational performance: a resource advantage perspective

Contact Info

Product

Resources

About