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Leonidou, C. N., Leonidou, L. C., Coudounaris, D. & Hultman, M. (2013). Value differences as determinants of importers' perceptions of exporters' unethical behavior: the impact on relationship quality and performance (ed.). International Business Review, 22(1), 156-173
Open this publication in new window or tab >>Value differences as determinants of importers' perceptions of exporters' unethical behavior: the impact on relationship quality and performance
2013 (English)In: International Business Review, ISSN 0969-5931, E-ISSN 1873-6149, Vol. 22, no 1, p. 156-173Article in journal (Refereed) Published
Abstract [en]

The article focuses on the value drivers of the unethical marketing behavior of exporters, as seen from the perspective of their importers, and how this in turn affects the quality of their working relationship and performance. Based on a sample of 189 Cypriot importers, the study revealed that similarities in national, corporate, and personal values between importers and their foreign suppliers are negatively related to unethical marketing practices of the latter as perceived by the former, and vice versa. Perceived export marketing unethicality, in turn, negatively influences the exporter–importer relationship quality (as expressed in terms of cooperation, communication, trust, and commitment), which subsequently has harmful effects on the performance of the relationship. In addition, the existence of a high similarity in both value strength and ethical codes between importers and their export suppliers was found to positively affect the quality of the working relationship. Finally, the association of both corporate and personal values similarity with perceived export marketing unethicality was found to be moderated by network ties, although this was not evident in the case of national values similarity. The findings of the study have important implications for import managers in terms of properly selecting and handling relationships with their foreign suppliers.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-12270 (URN)10.1016/j.ibusrev.2012.03.005 (DOI)b60b863a-0eb7-4661-b9f9-0122da0cbfee (Local ID)b60b863a-0eb7-4661-b9f9-0122da0cbfee (Archive number)b60b863a-0eb7-4661-b9f9-0122da0cbfee (OAI)
Note

Validerad; 2013; 20120305 (dafcou)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-06-15Bibliographically approved
Coudounaris, D. (2012). An attitudinal factorial model explaining the export attitudes of managerial staff (ed.). The Journal of Current Research in Global Business, 15(23), 76-100
Open this publication in new window or tab >>An attitudinal factorial model explaining the export attitudes of managerial staff
2012 (English)In: The Journal of Current Research in Global Business, ISSN 2167-5694, Vol. 15, no 23, p. 76-100Article in journal (Refereed) Published
Abstract [en]

The attitudinal factorial model with positive and negative attitudes which is proposed in this study adds depth to the factorial models already existing in the literature, since it includes general export attitudes, export stimulation attitudes and attitudes on export barriers The synthesis of export attitudes in this study improves the structure of the model. There are numerous statistically significant differences among the segments of the model such as organizational parameters (sales turnover, organizational age and ownership), managerial parameters (manager travelled abroad, the education level and the knowledge of foreign languages) and businesses' capabilities (marketing, production, finance and R&D).

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-9646 (URN)8502d98f-b5b6-47b2-abc0-f48f0f0837c3 (Local ID)8502d98f-b5b6-47b2-abc0-f48f0f0837c3 (Archive number)8502d98f-b5b6-47b2-abc0-f48f0f0837c3 (OAI)
Note

Godkänd; 2012; 20110704 (andbra)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-06-15Bibliographically approved
Coudounaris, D. (2012). Effective targeting of national export promotion programs for SMEs (ed.). International Journal of Globalisation and Small Business, 4(3-4), 242-283
Open this publication in new window or tab >>Effective targeting of national export promotion programs for SMEs
2012 (English)In: International Journal of Globalisation and Small Business, ISSN 1479-3059, E-ISSN 1479-3067, Vol. 4, no 3-4, p. 242-283Article in journal (Refereed) Published
Abstract [en]

This paper aims to assess the effectiveness of forty two export promotion programs among forty six Cypriot export manufacturing SMEs. The two step method of evaluating the effectiveness of export promotion programs considers firstly, qualitative measures i.e., the level of awareness, adoption and usefulness of the export promotion programs, related to the organizational, the internationalization, and export performance parameters and secondly, quantitative measures i.e., the number of the significant differences of the above parameters. The most important categories of export promotion programs for modification are financial aspects of marketing, marketing mix, education and training, and market targeting. The proposed model shows that there exist positive relationships between the levels of usefulness and adoption, awareness and adoption, and usefulness and awareness, provided that there are significant differences among the sub-parameters i.e., firm’s size, product type, export distribution method, export regularity, and export profit intensity. The excess versus the lagging of satisfaction of users of export promotion programs, play an important role for motivating export managers for higher levels of export performance.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-8857 (URN)10.1504/IJGSB.2012.049253 (DOI)2-s2.0-84867065755 (Scopus ID)76800c67-a905-4428-9bd4-2237877ce84d (Local ID)76800c67-a905-4428-9bd4-2237877ce84d (Archive number)76800c67-a905-4428-9bd4-2237877ce84d (OAI)
Note

Validerad; 2012; 20111004 (dafcou)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved
Leonidou, L. C., Coudounaris, D., Leonidou, C. N. & Hultman, M. (2011). Antecedents and relationship consequences of foreign supplier unethical marketing behavior: an importer's perspective (ed.). In: (Ed.), : . Paper presented at AMA Summer Marketing Educator´s Conference : 05/08/2011 - 07/08/2011.
Open this publication in new window or tab >>Antecedents and relationship consequences of foreign supplier unethical marketing behavior: an importer's perspective
2011 (English)Conference paper, Oral presentation only (Refereed)
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-27846 (URN)1689ea65-6201-4f5b-9bf3-9bcf802ab387 (Local ID)1689ea65-6201-4f5b-9bf3-9bcf802ab387 (Archive number)1689ea65-6201-4f5b-9bf3-9bcf802ab387 (OAI)
Conference
AMA Summer Marketing Educator´s Conference : 05/08/2011 - 07/08/2011
Note

Godkänd; 2011; 20111215 (dafcou)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-06-15Bibliographically approved
Coudounaris, D. (2011). Influences of managerial drivers on export sales units’ performance of SMEs (ed.). Journal of Global Marketing, 24(4), 324-344
Open this publication in new window or tab >>Influences of managerial drivers on export sales units’ performance of SMEs
2011 (English)In: Journal of Global Marketing, ISSN 0891-1762, E-ISSN 1528-6975, Vol. 24, no 4, p. 324-344Article in journal (Refereed) Published
Abstract [en]

This report offers a contribution to the theories related to firms’ export performance. Job satisfaction and behavioral and outcome performance of export managers have received attention in export literature. However, the relationships between export managers’ rewards system and the level of export managers’ morale with export managers’ job satisfaction, behavioral and outcome performance, and export sales units’ performance of small and medium-size enterprises have not thoroughly been examined, tested, or validated. A new model is developed based on export managerial psychology theory, which integrates two constructs, the export managers’ rewards and level of morale, as critical variables affecting export performance. The research findings suggest that four connected relationships in a PLS model are positive, significant, and substantial. Particularly, managers’ financial and nonfinancial rewards influence managers’ level of morale, which in turn affects managers’ behavioral performance, and managers’ behavioral performance influences managers’ outcome performance, which, finally, affects firms’ export performance.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-4320 (URN)10.1080/08911762.2011.602322 (DOI)2-s2.0-80052556507 (Scopus ID)23ff4d24-2840-4d64-a51e-07d2f94b6c93 (Local ID)23ff4d24-2840-4d64-a51e-07d2f94b6c93 (Archive number)23ff4d24-2840-4d64-a51e-07d2f94b6c93 (OAI)
Note

Validerad; 2011; 20110704 (andbra)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved
Coudounaris, D. (2011). International and export behavior of firms: a critical review and empirical assessment (ed.). (Doctoral dissertation). Paper presented at . Luleå: Luleå tekniska universitet
Open this publication in new window or tab >>International and export behavior of firms: a critical review and empirical assessment
2011 (English)Doctoral thesis, comprehensive summary (Other academic)
Abstract [en]

The current thesis examines exporting as a leading discipline in International Business and sheds light into various exporting issues which have not been thoroughly investigated in the past. The thesis is divided into two parts. The first part includes two studies based on literature review, specifically on International Management and Exporting. The first study refers to a content analysis of publications in Management International Review while the second study deals with the content analysis of exporting literature. The second part of the thesis includes four distinctive surveys relating to exporting issues in various countries i.e. the UK, Cyprus, and Malta. The first survey deals with the export management attitudes related to managerial and organizational parameters, and businesses’ capabilities in the UK, while the second survey evaluates the effectiveness of export promotion programs on Cypriot firms’ export performance. The third survey deals with export sales management, particularly, the managerial drivers on Cypriot and Maltese firms’ export performance and finally, the fourth survey relates to the Cypriot importers’ perceptions on exporters’ unethical marketing behavior. The six papers contained in the thesis are separately discussed as follows. The first article presents a content analysis of publications in Management International Review for the fifteen-year period of 1993-2007. A total of 360 papers appearing in the journal during that period were analyzed to identify the key trends in the evolution of Management International Review. The five major themes addressed examine the nature of authorship, identify and rank the most prolific authors, evaluate the characteristics of the articles, recognize the most influential articles based on the number of citations they received, as well as uncover the specific thematic areas within the published articles. The study combines publishing productivity and citation analyses. The conclusions drawn from the study are presented along with some guidelines for future research. The main contribution/outcome of this paper linked to the current thesis, is that exporting is still a growing area of study with an increasing number of surveys dealing with aspects related to exporting and export behavior of a firm. The second article demonstrates that exporting has established itself as an important field of research within the overall international business discipline. This is an attempt to provide a bibliographic analysis showing how exporting has evolved over time. This article shows a content analysis of 821 export business-related papers published in 75 academic journals during the five-decade period of 1960-2007. The analysis focuses on five major areas: characteristics of authors involved in exporting research; major contributors of exporting publications based on their productivity; characteristics of manuscripts published on exporting; exporting articles with the greatest impact in the field; and specific themes that exporting research has covered over time. The major contribution of this paper to science is that exporting literature has experienced a phenomenal advancement, continuous refinement, improved quality and extensive topical coverage. The third article refers to export management attitudes and a mail survey was carried out based on a random stratified sample of 270 businesses from all industrial sectors located in Manchester (UK) producing 107 usable responses. The main contributions/outcomes of this paper to export management attitudes run as follows: a) The attitudinal factorial model with positive and negative attitudes which is proposed, adds depth to the factorial models already existing in the literature, since it includes positive attitudes (i.e. general export attitudes, and export stimulation attitudes) and negative attitudes (i.e. attitudes on export barriers); b) The synthesis of export attitudes improves the structure of the attitudinal factorial model; and c) UK chief executive officers and export promotion organizations, in order to achieve higher firm’s export performance, can alter the significant differences i.e. managerial parameters (manager travelling abroad, the education level and the knowledge of foreign languages) organizational parameters (sales turnover, organizational age and ownership), and businesses’ capabilities (marketing, production, finance and R&D). The fourth article aims to assess the effectiveness of forty-two export promotion programs among forty-six Cypriot export manufacturing SMEs. The survey is based on forty-six personal interviews of export managers and the questions of the semi-structured questionnaire have been verified using a pilot study of four in-depth interviews. The major contributions/outcomes of this paper to the effectiveness of export promotion programs refer to the following four issues: a) The development of a two-step method of evaluating the effectiveness of export promotion programs consisted of qualitative measures (i.e., the level of awareness, adoption and usefulness of the export promotion programs, related to the organizational, the internationalization, and export performance parameters) and quantitative measures (i.e., the number of the significant differences of the above parameters); b) The most important categories of export promotion programs for modification are financial aspects of marketing, marketing mix, education and training, and market targeting; c) The proposed model shows that there exist three positive relationships between the levels of usefulness and adoption, awareness and adoption, and usefulness and awareness, provided that there are significant differences among the sub-parameters i.e., firm’s size, product type, export distribution method, export regularity, and export profit intensity; and d) The excess versus the lagging in satisfaction of users of export promotion programs, play an important role for motivating export managers for higher levels of export performance. The fifth article relates to Export Sales Management. The survey is based on fifty-two personal interviews with export managers of Cypriot exporting SMEs and on fourteen responses to e-mail questionnaires sent to Maltese SMEs included in an online directory. The article offers a contribution to the theories related to firms' export performance. Job satisfaction and behavioral and outcome performance of export managers have indeed received attention in export literature. However, the relationship between the export managers’ rewards system and the level of export managers’ morale with export managers’ job satisfaction, behavioral and outcome performance, and export sales units’ performance of small and medium-size enterprises has not been thoroughly examined, tested, or validated. A new model is developed based on export managerial psychology theory, which integrates two constructs, the export managers’ rewards and the level of morale, as critical variables affecting export performance. In specific countries i.e. Cyprus and Malta, the research findings suggest that four connected relationships in a Partial Least Squares model are positive, significant, and substantial. Particularly, managers’ financial and nonfinancial rewards influence the managers’ level of morale, which in turn affects managers’ behavioral performance, and managers' behavioral performance influences managers’ outcome performance, which, finally, impacts on firms’ export performance. Finally, the sixth article focuses on the value drivers of the unethical marketing behavior of exporters, as seen from the perspective of their importers, and how this in turn affects the quality of their working relationship and performance. Based on a sample of 189 Cypriot importers, the study revealed that similarities in national, corporate, and personal values between importers and their foreign suppliers are negatively related to unethical marketing practices of the latter as perceived by the former, and vice versa. Perceived export marketing unethicality, in turn, negatively influences the exporter-importer relationship quality (as expressed in terms of cooperation, communication, trust and commitment), which subsequently has harmful effects on the performance of the relationship. Exporting firms which adopt unethical marketing behavior eventually reduce their export performance while at the same time there is a negative impact on importers’ performance. The findings of the study have important implications for import managers in terms of properly selecting and handling relationships with their foreign suppliers.

Place, publisher, year, edition, pages
Luleå: Luleå tekniska universitet, 2011. p. 222
Series
Doctoral thesis / Luleå University of Technology 1 jan 1997 → …, ISSN 1402-1544
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-17570 (URN)40794516-92c4-443a-aa13-5d1940b9424c (Local ID)978-91-7439-314-9 (ISBN)40794516-92c4-443a-aa13-5d1940b9424c (Archive number)40794516-92c4-443a-aa13-5d1940b9424c (OAI)
Note

Godkänd; 2011; 20110917 (dafcou); DISPUTATION Ämnesområde: Industriell marknadsföring Opponent: Emeritus Professor Arthur Money, Henley Management College, UK Ordförande: Professor Esmail Salehi-Sangari, Luleå tekniska universitet Tid: Onsdag den 14 december 2011, kl. 15.30 Plats: A109, Luleå tekniska universitet

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-06-15Bibliographically approved
Leonidou, L. C., Coudounaris, D., Leonidou, C. N. & Hultman, M. (2011). Value drivers of importers' perceptions on exporters' unethical behavior: effects on relationship quality and performance (ed.). In: (Ed.), : . Paper presented at Annual Meeting of the Academy of International Business : 24/06/2011 - 28/06/2011.
Open this publication in new window or tab >>Value drivers of importers' perceptions on exporters' unethical behavior: effects on relationship quality and performance
2011 (English)Conference paper, Oral presentation only (Refereed)
Abstract [en]

With the growing globalization of the world economy, relationships between importers and their foreign suppliers are becoming closer. However, the international business environment provides a fertile ground for the growth of unethical behavior. This article sheds light on the drivers of the unethical marketing behavior of foreign suppliers, as these are seen from the perspective of their import buyers, and how this in turn affects the quality of their working relationship and the performance that results from it. Based on a sample of 189 importers located in Cyprus, the study revealed that cultural, corporate, and personal values negatively affect unethical marketing practices, which, in turn, negatively influence relationship quality (as this is expressed in terms of cooperation, communication, trust, and commitment). This will subsequently have harmful effects on the performance of the working relationship. The findings of the study have important implications for import managers in terms of properly selecting and handling relationships with their foreign suppliers.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-33194 (URN)7ff3a30a-5520-497f-9f70-f9dfa9d3fe8f (Local ID)7ff3a30a-5520-497f-9f70-f9dfa9d3fe8f (Archive number)7ff3a30a-5520-497f-9f70-f9dfa9d3fe8f (OAI)
Conference
Annual Meeting of the Academy of International Business : 24/06/2011 - 28/06/2011
Note

Godkänd; 2011; 20111215 (dafcou)

Available from: 2016-09-30 Created: 2016-09-30 Last updated: 2018-06-15Bibliographically approved
Leonidou, L. C., Katsikeas, C. S. & Coudounaris, D. (2010). Five decades of business research into exporting: a bibliographic analysis (ed.). Journal of International Management, 16(1), 78-91
Open this publication in new window or tab >>Five decades of business research into exporting: a bibliographic analysis
2010 (English)In: Journal of International Management, ISSN 1075-4253, E-ISSN 1873-0620, Vol. 16, no 1, p. 78-91Article in journal (Refereed) Published
Abstract [en]

Although exporting has established itself as an important field of research within the overall international business discipline, no attempt has yet been made to provide a bibliographic analysis showing how the subject has evolved over time. This article reports the findings of a study which provides a systematic analysis of the content of 821export business-related articles published in 75 academic journals during the period 1960-2007. The analysis focuses on five major areas: characteristics of authors involved in exporting research; major contributors of exporting publications based on their productivity; characteristics of manuscripts published on exporting; exporting articles with the greatest impact in the field; and specific themes that exporting research has covered over time. The outcome of this analysis revealed that exporting literature has experienced a phenomenal advancement during the last five decades, characterized by continuous refinement, improved quality, and extensive topical coverage. Some guidelines for potential future research on the subject are provided.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-5997 (URN)10.1016/j.intman.2009.06.001 (DOI)000276525100008 ()2-s2.0-77349122305 (Scopus ID)431d3890-01ae-11df-bae5-000ea68e967b (Local ID)431d3890-01ae-11df-bae5-000ea68e967b (Archive number)431d3890-01ae-11df-bae5-000ea68e967b (OAI)
Note

Validerad; 2010; 20100115 (ysko)

Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved
Coudounaris, D., Kvasova, O., Leonidou, L., Pitt, L. & Nel, D. (2009). Fifteen good years: an analysis of publications in Management international review (ed.). Paper presented at . MIR: Management International Review, 49(5), 671-684
Open this publication in new window or tab >>Fifteen good years: an analysis of publications in Management international review
Show others...
2009 (English)In: MIR: Management International Review, ISSN 0938-8249, E-ISSN 1861-8901, Vol. 49, no 5, p. 671-684Article in journal (Other academic) Published
Abstract [en]

This article presents a content analysis of Management International Review for the fifteen-year period 1993-2007. A total of 360 papers appearing in the journal during that period were analyzed to identify the key trends in the evolution of Management International Review. The five major themes addressed included an examination of the nature of authorship, an identification and ranking of the most prolific authors, an evaluation of the characteristics of the articles, recognition of the most influential articles based on the number of citations they received, and an uncovering of the specific thematic areas within the published articles.The study combines publishing productivity and citation analyses. The conclusions derived from the study are presented and some guidelines for future research provided.

National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-14454 (URN)10.1007/s11575-009-0008-5 (DOI)000272045300006 ()2-s2.0-77955034085 (Scopus ID)dd08d3e0-e347-11de-bae5-000ea68e967b (Local ID)dd08d3e0-e347-11de-bae5-000ea68e967b (Archive number)dd08d3e0-e347-11de-bae5-000ea68e967b (OAI)
Note
Validerad; 2009; 20091207 (ysko)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2018-07-10Bibliographically approved
Coudounaris, D. & Kaminarides, J. S. (2008). In search of an attitudinal model of the management behavior of UK non-exporters versus exporters: A useful tool for the UK entrepreneurs for exporting goods and services (ed.). Paper presented at Association for Global Business : 20/11/2008 - 23/11/2008. Paper presented at Association for Global Business : 20/11/2008 - 23/11/2008.
Open this publication in new window or tab >>In search of an attitudinal model of the management behavior of UK non-exporters versus exporters: A useful tool for the UK entrepreneurs for exporting goods and services
2008 (English)Conference paper, Oral presentation only (Refereed)
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
urn:nbn:se:ltu:diva-38479 (URN)ce53edaf-6763-4d00-ad8d-225a9c103665 (Local ID)ce53edaf-6763-4d00-ad8d-225a9c103665 (Archive number)ce53edaf-6763-4d00-ad8d-225a9c103665 (OAI)
Conference
Association for Global Business : 20/11/2008 - 23/11/2008
Note
Godkänd; 2008; 20111219 (dafcou)Available from: 2016-10-03 Created: 2016-10-03 Last updated: 2018-06-15Bibliographically approved
Organisations
Identifiers
ORCID iD: ORCID iD iconorcid.org/0000-0002-8830-8098

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