TITLE

INTERNATIONAL SALES FORCE DESIGN: A CONCEPTUAL MODEL OF THE PROPENSITY TO ALLY

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p75
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The decision to utilize a dedicated company sales force versus entering into a distribution alliance abroad forms the backdrop for this article. A conceptual model of three antecedents to a manufacturer's propensity to ally with a distribution partner is presented. It shows an inverse relationship between similarity in negotiating styles and propensity to ally buyer-seller relations, a positive relationship between the need from external knowledge to perform the sales function and. the propensity to form, a distribution alliance asset specificity, and an inverse relationship between inter-departmental connectedness and propensity to ally intra-organizational factors.
ACCESSION #
9605143688

 

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