Paper info

The role of exercised power in causing infidelity in international buyer-seller relationships

Leonidas C. Leonidou, Bilge Aykol, Constantine S. Katsikeas and Paul Christodoulides

The paper was published at the 32nd IMP-conference in Poznan, Poland in 2016.

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We propose a conceptual model of the power roots and drivers of infidelity in exporterimporter (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.