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The purpose of this paper is to investigate the role of relational competences, such as open-mindedness and the ability to adapt business style, in developing trustworthy relationships through communication in the export markets in different cultural contexts.

The analysis is performed on survey-based data from a sample consisting of 39.9 percent of the total population of Norwegian seafood companies involved in exporting, including 108 business relationships.

The findings reveal that adaptive business style and communication mediate the overall effect of open-mindedness on trust building between partners in the export markets. The adaptive business style fully explains the effect of open-mindedness on communication. Open-minded persons are better prepared to achieve communication on a high level because they are more likely to adapt to a new business style. Performing adaptive business style improves communication, particularly when the importer belongs to a dissimilar culture. For trust building, communication is equally important, irrespective of cultural differences.

Exporter should aim at recruiting open-minded people because they have the advantage that they are capable of performing a variety of negotiation styles and business approaches, depending on the situation.

This paper develops a model that integrates key constructs from the relational paradigm with constructs rooted in different research streams, extending our knowledge regarding salespeople competences that are important in order to develop business relationships in export markets.

The purpose of this paper is to investigate the relationship of leadership styles (paternalistic, authentic and democratic) with relationship-based employee governance and open service innovation.

Data were collected using a structured questionnaire from 422 medical professionals working in the Malaysian healthcare sector.

Results of several statistical analyses showed that the three leadership styles positively influence relationship-based employee governance and open service innovation. Results also confirmed the mediating role of relationship-based employee governance in the relationships between the three leadership styles and open service innovation.

This research used a cross-sectional study design; use of a longitudinal research design in future research can provide a better interpretation of the underlying causality. A policy insight can be drawn from this research to generate awareness about effective leadership styles and the role of relationship-based employee governance in the successful implementation of open service innovation in the Malaysian healthcare sector.

This paper contributes to leadership, open innovation, and organizational governance literature by highlighting how leadership styles affect relationship-based employee governance and open innovation. It also offers policy insights to practitioners in the Malaysian healthcare sector on how to enhance open service innovation outcomes.

Attachment theory is emerging as an important theoretical foundation in marketing because of the relational nature of consumption, but little guidance exists as to which of many attachment style measures is most suitable for use by researchers. As a result, many measures are being used with little justification, and frequently, these scales are being adapted due to poor measurement fit, length or wording unrelated to the focal attachment figure. This paper aims to evaluate seven existing attachment style measures and provides recommendations regarding which measure is the most suitable for assessing the impact of chronic attachment styles on marketing outcomes.

A literature review identified seven measures of attachment style for analysis. Two studies examine the psychometric properties, susceptibility to response bias and predictive validity of the seven measures (Study 1n = 325 and Study 2n = 205).

Among the seven scales evaluated, the Johnson et al. (2012) [Johnson, Whelan, and Thomson (JWT)] measure exhibited the best psychometric properties and predictive validity for general (i.e. not relationship-specific) attachment styles. In addition, two relationship-specific measures, also with strong psychometric properties, were better able to capture their respective relationships or relationship types than general attachment styles, as expected.

This research provides guidance to researchers on which measure to use when examining the impact of attachment style in marketing.

This research provides marketing researchers guidance on which measure to use when examining the impact of general attachment styles. Because the JWT scale is brief, psychometrically sound and demonstrates strong predictive validity, it can be used for academic and managerial purposes. The authors also confirm previous research suggesting that relationship-specific measures of attachment style may act differently than general interpersonal attachment style measures and vary in their ability to predict marketing outcomes.

This research is the first to provide guidance regarding which measure of attachment style to use in marketing and consumer research. This research can serve as a reference point for future researchers in selecting measures of attachment style and may allow for convergence on a narrow set of measures to advance research in marketing.

The purpose of this study is to examine the association between parental migration and adolescents’ styles of close relationships with parents, friends and romantic partners.

In total, 197 adolescents from Cuenca (Ecuador) participated in the study, of which 35% reported a background of parental migration. The Behavioral Systems Questionnaire was used to assess participants’ relational styles.

The study reveals that, although parental migration is associated with the development of lower secure styles for parents and friends, it is not associated with the development of insecure styles. Moreover, parental migration does not appear to be associated with the development of romantic styles. Based on the differential impact of the migration of one or two parents, the migration of two parents appeared to have a stronger association with lower secure styles.

The results are discussed in light of the socio-cultural context in which parental migration occurs in Ecuador, which may offer clue variables in shaping the relational styles of adolescents. The study addresses an important consequence of migration focusing on a scarce studies group, adolescents who stay in their home country while their parents migrate. Moreover, its main findings challenge the preconceptions that parent-child separations necessarily involve a direct negative impact on relational functioning.

This paper aims to investigate the relationship among emotional intelligence (EI), conflict management styles (CMSs) and innovation performance, and test the mediating effects of various types of CMSs. Innovation is playing a more and more critical role in the survival and development of companies. EI is assumed to be an antecedent of employees’ innovation performance. Conflict is an inevitable phenomenon in organizations, and different CMSs have different impacts on individual performance.

Research data were obtained from 159 employees in the construction industry in China. SPSS 19.0 was used to test and verify the hypotheses concerning the relationship among EI, CMSs and innovation performance. The authors also conducted a 500-times bootstrapping to verify the mediating roles of different CMSs.

Results indicate that EI is positively and significantly associated with integrating, compromising and dominating styles, as well as innovation performance in the construction industry. In addition, the integrating style has a significantly positive relationship with innovation performance. This research also confirms the mediating effect of integrating style on the relationship between EI and innovation performance.

The authors recommend that managers, especially in the construction industry, who are willing to maintain high levels of innovation performance of employees can provide EI training programs. In addition, to improve innovation performance, companies should provide employees with appropriate training emphasizing the importance of conflict management strategies, especially the integrating style.

Limited research has focused on the antecedents of conflict management strategies or the relationship between EI and innovation performance. A framework integrating EI, CMSs and innovation performance is put forward and empirical evidence of the relationship between EI and employees’ innovation performance is provided. This research helps to have a better understanding of the relationship between EI and innovation performance by introducing the integrating style as a mediating variable.

This paper aims to investigate the influence of cognitive style diversity on intra-group relationship conflict and individual-level organizational citizenship behaviors (OCBs). The role of leader-member exchange as a moderating variable is also examined.

The authors used hierarchical linear modeling and hierarchical regression analysis to analyze results from a sample of 344 members from 83 teams nested within 126 departments in six manufacturing organizations in the People’s Republic of China.

Results yielded general support for our hypothesized relationships between cognitive style diversity and intra-group relationship conflict. Leader-member exchange was also found to moderate the relationship between these two variables. Contrary to expectations, there were no relationships between these variables and individual-level organizational citizenship behaviors.

This research addresses calls from the team diversity and conflict literature to address the understudied area of deep-level cognitive diversity. Second, this study addresses previous calls for more team-level and mixed-level theory and methodology to inform OCB research. Third, this is the first study of group-level cognitive style diversity and the moderating influence of leader-member-exchange and provides valuable insights into ways of mitigating some of the negative effects of cognitive diversity on teams.

The purpose of this paper is to investigate the effect of emotional intelligence (EI) and achievement motivation (AM) on elementary school principals’ leadership styles. This study investigates the contribution of EI and AM on the two major leadership categories: the task-oriented and relationship-oriented leadership.

This paper is a quantitative study with the implementation of correlation and hierarchical regression analysis. The surveys (i.e. EI scale, AM scale, leadership style questionnaire) were sent randomly to 280 elementary school principals in South Sulawesi, Indonesia, and 90 of them completed the survey (mostly male=77.78 percent).

Principals’ EI significantly predicted both task-oriented and relationship-oriented leadership. In contrast, the principals’ AM yielded non-significant results in predicting both task-oriented and relationship-oriented leadership style. The results also suggested that the effect of EI on two major leadership styles (i.e. task- and relationship-orientation) outperformed the leader’s AM.

This study did not consider the principals’ performance in the analysis. Future studies should also address this issue by considering leadership performance as well as different culture and context. On the other hand, the authors developed new measures rather than using preexisting measures. Although the measures have been constructed according to the scale construction principles and reached an acceptable standard, future research should advance the psychometric property of the scales.

This study discusses the effect of EI and AM on task- and relationship-orientation leadership. In addition, this study has also brought a new insight into understanding leadership styles in collective culture such as Indonesia.

This study aims to examine the impact of consumers’ individual differences on their reactions to brand failure.

Three studies (one qualitative, one survey and one experiment) were conducted. Study 1 aimed to understand consumers’ thoughts at the time of brand failure. Studies 2 and 3 investigated the impact of regulatory focus and its interaction with consumers’ attachment style on their reactions to brand failure.

This research establishes that consumers demonstrate different types of behaviors at the time of brand failure. Specifically, those with a promotion focus display less negative (revenge and brand avoidance) and more positive (trust and loyalty) behavior than those with a prevention focus. Furthermore, this research shows an interaction between consumers’ attachment style and regulatory focus. The impact of regulatory focus holds only for secure consumers; for fearful consumers, regulatory focus does not change their behavior.

The study reveals the impact of regulatory focus and attachment styles on consumer behavior at the time of brand failure. Future research might examine the impact of these factors over time, rather than only at the time of the incident.

Marketers should be aware of the impact of attachment style and regulatory focus after a brand failure. This knowledge will enable them to customize their communication tools to trigger their desired condition. This research also emphasizes the role of customer service at the time of crisis.

This research is the first to investigate the impact of regulatory focus and attachment style on consumers’ reactions to brand failure.

This paper aims to explore franchisor–franchisee relationships in the context of plural forms. Plural forms implies the co-existence of franchised and non-franchised outlets of a given company. More specifically, the paper examines the impact of franchisors’ leadership styles on franchisees’ relationship commitment when the company franchised outlets co-exist with independent non-franchised outlets. Specifically, this study operationalize the plural forms phenomenon in franchising, using multi-channel complexity as a moderator. The mediating role of relational capital is also examined.

Data were collected from 254 franchisees. The hypothesized model was tested using partial least squares structural equation modeling (PLS-SEM).

The results indicate that all three – participative, supportive and directive leadership styles of franchisors increase relationship commitment. In a high channel complexity context, a supportive leadership style is the most effective, whereas, in a low channel complexity context, a participative style is the most effective. Relational capital also partially mediated the relationships between leadership styles and relationship commitment.

Franchisors should follow a participative leadership style when channel complexity is low. However, as they add new channels and the channel complexity increases, franchisors should shift toward a supportive leadership style to maintain existing franchisees’ commitment. In current environments, managers should avoid using directive leadership in favor of the other two leadership styles.

The present study is the first to examine the influence of channel leadership style on relationship commitment in an environment of multiple channel complexity.

The purpose of this paper is to examine psychological attachment styles (secure, anxious, and avoidant) as antecedents to leader-member exchange (LMX) quality both directly and through their impact on employees’ efforts to build high quality LMX relationships. Employees with secure attachment styles are proposed to be successful at building high quality LMX relationships while employees with anxious and avoidant styles are proposed to display the opposite effect.

Data were collected through a survey of 213 employees nested in 37 work groups. Hypotheses were tested using multilevel modeling within MPlus.

Results indicated that secure and anxious attachment styles were associated with LMX only by impacting the exertion of effort specifically aimed at relationship development with the manager. Alternatively, the avoidant style was directly and negatively linked to LMX but not associated with effort undertaken to build a high quality relationship.

The effects of attachment style on effort to develop high quality LMX relationships reveal that subordinate attachment style may impact those subordinates’ ability and interest in developing positive LMX relationships. Therefore, managers may need to purposively deviate from typical LMX development processes in order to create a more conducive environment for developing high quality relationships with subordinates of differing attachment styles.

This study is one of the first to examine the mediating impact of effort to build high quality LMX relationships given personal propensities (attachment style) to form relationships in the workplace.