Show simple item record

dc.contributor.authorKatsikea, Evangelia S.en
dc.contributor.authorTheodosiou, Mariosen
dc.contributor.authorMorgan, Robert E.en
dc.contributor.authorPapavassiliou, N.en
dc.creatorKatsikea, Evangelia S.en
dc.creatorTheodosiou, Mariosen
dc.creatorMorgan, Robert E.en
dc.creatorPapavassiliou, N.en
dc.date.accessioned2019-04-22T05:52:52Z
dc.date.available2019-04-22T05:52:52Z
dc.date.issued2005
dc.identifier.urihttp://gnosis.library.ucy.ac.cy/handle/7/46219
dc.description.abstractThe 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 concentration or market spreading. On the basis of a thorough review of the extant literature, the authors identify certain export sales managers' characteristics and behavior, export sales behavioral control, and satisfaction with export sales territory design as potential discriminators between these two groups of direct exporting firms. Consistent with the hypotheses, in general, the authors find that the tenets of punctuated equilibrium theory hold for the sample of small and medium-sized U.K. exporters. In addition, the results indicate that export market expansion strategy has important implications for a firm's export sales management arrangements. The authors discuss the findings and outline implications for business practitioners and further research. © Journal of International Marketing.en
dc.language.isoengen
dc.sourceJournal of International Marketingen
dc.titleExport market expansion strategies of direct-selling small and medium-sized firms: Implications for export sales management activitiesen
dc.typeinfo:eu-repo/semantics/article
dc.identifier.doi10.1509/jimk.13.2.57.64856
dc.description.volume13
dc.description.issue2
dc.description.startingpage57
dc.description.endingpage92
dc.author.facultyΣχολή Οικονομικών Επιστημών και Διοίκησης / Faculty of Economics and Management
dc.author.departmentΤμήμα Διοίκησης Επιχειρήσεων και Δημόσιας Διοίκησης / Department of Business and Public Administration
dc.type.uhtypeArticleen
dc.contributor.orcidTheodosiou, Marios [0000-0002-1804-8614]
dc.gnosis.orcid0000-0002-1804-8614


Files in this item

FilesSizeFormatView

There are no files associated with this item.

This item appears in the following Collection(s)

Show simple item record