Betrayal intention in exporter-importer working relationships: Drivers, outcomes, and moderating effects

Abstract

Betrayal is a very common, but relatively under-researched, dark side phenomenon in interfirm relationships that warrants investigation. We propose a conceptual model of the factors reducing betrayal intention in exporter-importer (E-I) working relationships and its resulting effect on actual betrayal. Using a random sample of 262 indigenous exporters of manufactured goods based in Greece, we confirm that betrayal intention in their relationships with foreign buyers is significantly and negatively affected by four key parameters, namely, trust, communication, long-term orientation, and social bonds. An importer's betrayal intention is subsequently very likely to develop into actual betrayal in the relationship. However, this likelihood is lower in the case of older relationships, as well as those characterized by contractual obligation between the interacting parties.

A network model approach to enhance knowledge sharing for internationalization readiness of SMEs

“…Frequently, firms still lack systematic processes for managing and applying customer knowledge (Wu et al , 2013; Salomann et al , 2005), and this knowledge tends to be fragmented across multiple systems and locations (Davenport et al , 2001). Therefore, the network is very important for sharing the consumer-specific knowledge (Chandra and Wilkinson, 2017) because the network, exploiting the knowledge economies, allows leveraging on shared knowledge (Zain and Ng, 2006; Leonidou et al , 2018). Our study suggests that within business networks, which share common values and strategic paths, SMEs perceive the importance of sharing experiential knowledge to improve readiness for internationalization and therefore risk management perception.…”

“…For this reason, Chandra and Wilkinson (2017) have highlighted the importance of the network for sharing the consumer-specific knowledge. In fact, especially for the SMEs, the network allows leveraging on shared knowledge with other firms belonging to the network, thus exploiting indeed the knowledge economies to activate the internationalization processes (Zain and Ng, 2006; Leonidou et al , 2018). Moreover, the SMEs' levels of readiness for internationalization are strongly linked to knowledge, especially experiential knowledge, which is seen as the main trigger for firm's internationalization (Sandberg, 2014).…”

“…However, the interrelated approach leads to very complex decision-making models, which are useful in the academic literature, but less useful for practical business purposes (Alam et al , 2020). Indeed, the international management and business literature evaluates internationalization processes as relevant strategies to increase financial performance, diversify products and services, and reduce business risk (Zahra et al , 2000; Bobillo et al , 2010; Haapanen et al , 2016; Leonidou et al , 2018). Therefore, through the internationalization process firms can leverage strategic factors in order to achieve benefits and create value (Ruigrok and Wagner, 2003).…”

Unveiling the infidelity problem in exclusive manufacturer–distributor relationships: A dyadic perspective

“…For example, in examining exporter‐importer relationships, Leonidou et al (2017b) concluded that high degrees of uncertainty, opportunism, partner incompatibility, relational distance, and conflict give rise to betrayal (a much wider concept incorporating also the possibility of infidelity) by the foreign buyer, which is responsible for reducing relational performance. However, enhanced levels of trust, communication, long‐term orientation, and social bonding between interactive parties will help to reduce vulnerability to betrayal intentions (Leonidou, Aykol, Fotiadis, et al, 2018; Leonidou, Aykol, Hadjimarcou, et al, 2018). Also, Kaynak et al's (2015) study revealed that deceitful actions of the supplier threaten the continuity of its relationship with the buyer.…”

Benevolence, Competency, and Integrity: Which Is More Influential on Trust in Friendships?

“…However, they can also include, conflict, jealousy, and betrayal. In this case, trust is found as one of the key parameters that can reduce betrayal intention or even actual betrayal (Leonidou Aykol, Fotiadis, & Christodoulides, 2017). Gibbs & Angelides (2008) state that friendship relations are mainly characterized by mutual relationships, caring for each other, engagement, and trustworthiness.…”