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Value drivers of importers' perceptions on exporters' unethical behavior: effects on relationship quality and performance
University of Cyprus.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Business Administration and Industrial Engineering.
Leeds University Business School, University of Leeds.
Leeds University Business School, University of Leeds.
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.

Place, publisher, year, edition, pages
2011.
National Category
Business Administration
Research subject
Industrial Marketing
Identifiers
URN: urn:nbn:se:ltu:diva-33194Local ID: 7ff3a30a-5520-497f-9f70-f9dfa9d3fe8fOAI: oai:DiVA.org:ltu-33194DiVA, id: diva2:1006431
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: 2018-03-19Bibliographically approved

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http://aib.msu.edu/events/2011/AIB2011_ConferenceProceedings.pdf

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CiteExportLink to record
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Citation style
  • apa
  • harvard1
  • ieee
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  • vancouver
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More styles
Language
  • de-DE
  • en-GB
  • en-US
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  • nn-NO
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  • Other locale
More languages
Output format
  • html
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  • asciidoc
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