Betrayal in international buyer-seller relationships: Its drivers and performance implications

摘要: Although betrayal is a common phenomenon in inter-organizational cross-border relationships, the pertinent literature has remained relatively silent as regards its examination. However, effects of are both long-lasting and destructive, therefore an in-depth investigation factors that driving it, well performance outcomes, considered necessary. Using sample 262 exporters, we confirm their relationships with foreign buyers significantly positively affected by relational uncertainty, opportunism, inter-partner incompatibility, distance, conflict. The harmful effect most these on becomes stronger case high environmental uncertainty market dynamism. importer’s actions turn responsible for reducing performance. In fact, this negative association between more evident characterized low dependence levels degrees tolerance exporter.