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Exploring export sales management practices in small- and medium-sized firms

Katsikea, Evangelia and Morgan, Robert E. 2003. Exploring export sales management practices in small- and medium-sized firms. Industrial Marketing Management 32 (6) , pp. 467-480. 10.1016/S0019-8501(02)00249-3

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Abstract

We investigate key salesmanagement aspects in relation to the export involvement stage of the firm. Specifically, an attempt is made to examine the presence of significant differences in export sales management control strategy, exportsales organization design and export sales management behavioral attributes between ‘active’ and ‘committed’ exporting firms. We identify several differences among these exporter groups with the main conclusion being that the sales management function is more effectively organized and managed at advanced levels of export involvement. These findings are discussed in the light of existing knowledge, and various conclusions and research implications are also derived.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HD Industries. Land use. Labor
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
Uncontrolled Keywords: Export involvement; Export development; Export growth; Sales management; Personal selling; Export sales
Publisher: Elsevier
ISSN: 0019-8501
Last Modified: 04 Jun 2017 04:28
URI: http://orca.cf.ac.uk/id/eprint/39713

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