Gregor Pfajfar, University of Ljubljana, Slovenia. Maja Makovec BrenÄiÄ, University of Ljubljana, Slovenia. Aviv Shoham, University of Haifa, Israel. ABSTRACT.
32:(5&21)/,&76$1'7+(,5&216(48(1&(6)25(;32573(5)250$1&( (9,'(1&()520 6/29(1,$160(6 Gregor Pfajfar, University of Ljubljana, Slovenia Maja Makovec Brenčič, University of Ljubljana, Slovenia Aviv Shoham, University of Haifa, Israel $%675$&7 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.
