Exploring export sales management practices in small- and medium-sized firms

We investigate key sales management aspects in relation to the export involvement stage of the firm. Specifically, an attempt is made to examine the presence of significant differences in export sales management control strategy, export sales organization design and export sales management behaviora...

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Bibliographic Details
Published in:Industrial marketing management 2003-08, Vol.32 (6), p.467-480
Main Authors: Katsikea, Evangelia, Morgan, Robert E.
Format: Article
Language:English
Subjects:
Differences
Discriminant analysis
Export development
Export growth
Export involvement
Export sales
Exports
Organizational structure
Personal selling
Sales management
Small business
Studies
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Summary:We investigate key sales management aspects in relation to the export involvement stage of the firm. Specifically, an attempt is made to examine the presence of significant differences in export sales management control strategy, export sales organization design and export sales management behavioral attributes between ‘active’ and ‘committed’ exporting firms. We identify several differences among these exporter groups with the main conclusion being that the sales management function is more effectively organized and managed at advanced levels of export involvement. These findings are discussed in the light of existing knowledge, and various conclusions and research implications are also derived.
ISSN:0019-8501
1873-2062
DOI:10.1016/S0019-8501(02)00249-3