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Managerial, organizational, and external drivers of sales effectiveness in export market ventures

Katsikea, E., Theodosiou, M. and Morgan, Robert E 2007. Managerial, organizational, and external drivers of sales effectiveness in export market ventures. Journal of the Academy of Marketing Science 35 (2) , pp. 270-293. 10.1007/s11747-007-0041-5

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The authors extend sales management theory by considering the role of export sales management in small- and medium-sized firms, and they develop an integrated model of export sales organization effectiveness. Specifically, the authors test 16 hypotheses that examine the relationships among export sales management control, export territory, psychic distance, export sales performance, and export sales organization effectiveness. Using a mail-survey approach, data were collected from U.K.-based export sales managers in 146 direct exporters of industrial products. Though certain anomalies are observed, the research findings support many of the hypothesized associations, confirming the robustness of existing sales management concepts and theories in an export-marketing context.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
Uncontrolled Keywords: Sales management; Exporting; Management control system
Publisher: Springer
ISSN: 1552-7824
Last Modified: 04 Jun 2017 01:47

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