Browsing by Author "Morgan, Robert E."
Now showing items 1-3 of 3
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Article
Export market expansion strategies of direct-selling small and medium-sized firms: Implications for export sales management activities
Katsikea, Evangelia S.; Theodosiou, Marios; Morgan, Robert E.; Papavassiliou, N. (2005)The authors use punctuated equilibrium theory as a framework to help explain potential differences in the export sales management arrangements between firms that adopt an export market expansion strategy of either market ...
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Article
Managerial, organizational, and external drivers of sales effectiveness in export market ventures
Katsikea, Evangelia S.; Theodosiou, Marios; Morgan, Robert E. (2007)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, ...
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Article
Why people quit: Explaining employee turnover intentions among export sales managers
Katsikea, Evangelia S.; Theodosiou, Marios; Morgan, Robert E. (2015)Predictably, sales organizations invest substantial financial and human resources in developing effective salesforces and yet salespeople are among the highest 'risk group' in terms of staff turnover. For export sales ...