Power, Conflicts, and their Consequences for Export Performance: Evidence from Slovenian SMEs

Gregor Pfajfar, Maja Makovec Brenčič, Aviv Shoham

Research output: Chapter in Book/Report/Conference proceedingChapterpeer-review


We aim to evaluate the relationship between six sources of power (French and Raven 1959) and different conflict types (positive and negative), as well as impact of conflicts on export performance of Slovenian SMEs. The relationships are assessed on both sides of the dyad, using surveys with structured questionnaires. Data from 105 Slovenian exporters and 101 of their foreign reps showed all power sources (accept reward) as conflict drivers at the sellers’ and buyers’ sides. When looking at the impact of conflicts on performance, only task conflict did not play part in the sellers’ sample, while in the buyers’ case both negative perspectives of conflict did not show any significant results. When comparing SMEs to large companies, SMEs reported much less significant results and absolutely no connection between conflict and their performance. The value added of this research is evaluation of power sources and their impact on conflict on the individual basis, as well as implications for SME research.

Original languageEnglish
Title of host publicationDevelopments in Marketing Science
Subtitle of host publicationProceedings of the Academy of Marketing Science
PublisherSpringer Nature
Number of pages1
StatePublished - 2017

Publication series

NameDevelopments in Marketing Science: Proceedings of the Academy of Marketing Science
ISSN (Print)2363-6165
ISSN (Electronic)2363-6173

Bibliographical note

Publisher Copyright:
© 2017, Academy of Marketing Science.

ASJC Scopus subject areas

  • Marketing
  • Strategy and Management


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