Purpose – In view of the increasingly dynamic ethnic composition of nation states in Europe and elsewhere, this paper aims to examine the effects of ethnic affiliation on ethnocentrism and domestic purchase bias, and to test a model of consumer ethnocentrism antecedents and outcomes in a...

In a novel approach using agency theory, we conceptualize export pricing as price manipulations an exporter initiates to cope with the distributor-level, internal competition with the other product lines the distributor carries. We argue that suppliers can influence foreign resellers’...

Purpose – This study aims to examine the antecedents and consequences of a cooperative norm in exporter‐importer relationships. Moreover, it seeks to investigates the impact of the past economic performance of the venture on the effectiveness of interfirm cooperation....

Purpose – This study seeks to investigate the benefits that trigger exporters' attitudinal commitment and examines their effects by taking into account the temporal dynamics of cross‐border interfirm relationships. Design/methodology/approach – A qualitative field study led to the...

Purpose The purpose of this study is to explore the linkages among emotional intelligence, relational selling behavior and salesperson performance. Although existing research acknowledges the importance of emotional facets in business relationships, the role of emotional intelligence is poorly...

Psychic distance is one of the most widely used, researched, and contentious constructs in the fields of international business and marketing. It has been applied to a variety of issues, often leading to inconsistent and conflicting results. In response to this problem, this study critically...

Existing export performance models do not explicitly address the role of the importer in achieving economic success. This research explores importer role performance as a mediator between relationship quality and export performance, and uncovers the darker side of cross-border relationships by...