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- Publisher
- Springer Journals
- Copyright
- Copyright © 2007 by Academy of Marketing Science
- Subject
- Business and Management; Business and Management, general; Marketing; Social Sciences, general
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1007/s11747-007-0041-5
- Publisher site
- See Article on Publisher Site
Abstract
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, the authors test 16 hypotheses that examine the relationships among export sales management control, export territory, psychic distance, export sales performance, and export sales organization effectiveness. Using a mail-survey approach, data were collected from U.K.-based export sales managers in 146 direct exporters of industrial products. Though certain anomalies are observed, the research findings support many of the hypothesized associations, confirming the robustness of existing sales management concepts and theories in an export-marketing context.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: May 1, 2007