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Value drivers of importers' perceptions on exporters' unethical behavior: effects on relationship quality and performance
University of Cyprus.
Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.ORCID-id: 0000-0002-8830-8098
Leeds University Business School, University of Leeds.
Leeds University Business School, University of Leeds.ORCID-id: 0000-0003-1771-8898
2011 (Engelska)Konferensbidrag, Enbart muntlig presentation (Refereegranskat)
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.

Ort, förlag, år, upplaga, sidor
2011.
Nationell ämneskategori
Företagsekonomi
Forskningsämne
Industriell marknadsföring
Identifikatorer
URN: urn:nbn:se:ltu:diva-33194Lokalt ID: 7ff3a30a-5520-497f-9f70-f9dfa9d3fe8fOAI: oai:DiVA.org:ltu-33194DiVA, id: diva2:1006431
Konferens
Annual Meeting of the Academy of International Business : 24/06/2011 - 28/06/2011
Anmärkning

Godkänd; 2011; 20111215 (dafcou)

Tillgänglig från: 2016-09-30 Skapad: 2016-09-30 Senast uppdaterad: 2025-10-22Bibliografiskt granskad

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

Person

Coudounaris, DafnisHultman, Magnus

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Totalt: 159 träffar
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