TITLE

Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness

AUTHOR(S)
Piercy, Nigel F.; Low, George S.; Cravens, David W.
PUB. DATE
January 2011
SOURCE
Journal of World Business;Jan2011, Vol. 46 Issue 1, p104
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Abstract: A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in seven countries. The results provide support for the four hypotheses in the U.K., support for three in Nigeria, two in India, Malaysia, and Saudi Arabia, and one in Bahrain and Greece. This study also examines three groupings of countries based on similarities in political stability and economic wealth, and the extent of differences between ideal and non-ideal values using a configuration theory analysis, providing further support for the four hypotheses, the conceptual framework and the country groupings.
ACCESSION #
55391942

 

Related Articles

  • EASTWARD HO! Delaney, Laurel // Entrepreneur;Jan2007, Vol. 35 Issue 1, p87 

    The article presents several Chinese trade resources that offer valuable assistance to U.S. businesses exporting goods and services to China. It includes U.S. Commercial Service China, UPS China Survey, China Commercial Brief, China Business Information Center, Chinese Business World, and...

  • Council Shows Michigan The World. Sanders, Elizabeth // Grand Rapids Business Journal;1/22/2007, Vol. 25 Issue 4, pB1 

    The article provides information on the role of the Michigan District Export Council in helping local companies in West Michigan gain a presence in the foreign market. According to Thomas Maguire, director and international trade specialist, and executive secretary of the Michigan District...

  • U.S. seems cool toward a hot Europe. Angelopoulos, M. // Marketing News;12/4/89, Vol. 23 Issue 25, p4 

    The article examines the lack of attention being given by U.S. businesses to the European market. The performance of U.S. marketers in international marketing is described as poor. Several factors affect the global marketing efforts of U.S. businesses, including the suspension of trade barriers...

  • Country Risk Summary: SOUTH KOREA.  // Asia Monitor: China & North East Asia Monitor;Jun2004, Vol. 11 Issue 6, p10 

    South Korean policymakers are in danger of stretching their popular mandate for reform too far for their own good if they attempt to shake up the business world so much so that corporate South Korea starts to unite behind the opposition. South Korea's newly re-instated president, Roh Moo-hyun,...

  • DESIGNING THE U.S. CORPORATE TAX SYSTEM FOR THE 21ST CENTURY--SOME REAL-WORLD CONSIDERATIONS. Lyon, Andrew B. // Proceedings of the Annual Conference on Taxation;2008, p272 

    The article offers information on the attempt of developing corporate tax system for the U.S. in 2008. Any tax system aimed for the 21st century must take into account the enormous development of international trade and investment. It states that the U.S. can no longer independently set its tax...

  • The U.S. is falling asleep on the job. Colvin, Geoffrey // Fortune International (Europe);9/1/2003, Vol. 148 Issue 4, p22 

    The issue is not just jobs, but America's place in the global economy. American companies are firing U.S. workers in rising numbers while hiring more foreign workers, and unions are yelping about heartless bosses, and politicians are solemnizing--all that does sound familiar. But the surprising...

  • The U.S. is falling asleep on the job. Colvin, Geoffrey // Fortune;9/1/2003, Vol. 148 Issue 4, p54 

    The issue is not just jobs, but America's place in the global economy. American companies are firing U.S. workers in rising numbers while hiring more foreign workers, and unions are yelping about heartless bosses, and politicians are solemnizing--all that does sound familiar. But the surprising...

  • American Business Goes Global. Barber, Richard J. // New Republic;4/30/66, Vol. 154 Issue 18, p14 

    Examines the implications of the increasing global commercial activity of major U.S. companies as of 1966. Companies and industries that are heavily committed to foreign markets; Status acquired by companies serving foreign markets; Assessment of the political and economic problems posed by the...

  • Going Global. STEN, MARK // Seattle Business;Apr2011, Vol. 22 Issue 4, p50 

    The author discusses the need for U.S. business leaders to adopt a different perspective on the global market. He notes that companies who take advantage of opportunities in the global market can improve their prospects by innovation and increased revenues. He asserts that revenue growth...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics