Now showing items 1-10 of 29
The interplay between market intelligence activities and sales strategy as drivers of performance in foreign markets
Purpose Exporting is a popular foreign market entry mode, especially among small- and medium-sized enterprises (SMEs). The success of SME exporters depends on their ability to establish and maintain profitable long-term ...
A Comparison of Formative Versus Reflective Approaches for the Measurement of Electronic Service Quality
Drawing upon the extant literature, we examine the definition, conceptualization, and measurement of electronic service quality (e-SQ) and propose an alternative measurement approach. We posit that customers' perceptions ...
Managerial, organizational, and external drivers of sales effectiveness in export market ventures
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, ...
Export market expansion strategies of direct-selling small and medium-sized firms: Implications for export sales management activities
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 ...
Antecedents and performance of electronic business adoption in the hotel industry
Purpose: The purpose of this study is to investigate the environmental and organizational factors that influence the intensity of electronic business adoption by contemporary organizations, and provide evidence regarding ...
The effects of organizational structure and job characteristics on export sales managers' job satisfaction and organizational commitment
This study draws on the job-modification framework and the job characteristics model to investigate the relationship between organizational structure, job characteristics, and work outcomes in export sales organizations. ...