排序方式: 共有21条查询结果,搜索用时 15 毫秒
1.
Evangelia Katsikea Marios Theodosiou Robert E. Morgan 《Journal of the Academy of Marketing Science》2007,35(2):270-283
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.
相似文献
Robert E. MorganEmail: |
2.
Despite the plethora of studies examining the influence of behavior-based sales management control on salesperson characteristics and performance, limited empirical evidence exists with respect to its relevance and importance in an export sales context. This study expands the existing literature by investigating the influence of behavior-based control and job-related characteristics on the performance of export sales managers. The article offers a conceptual model and an empirical test using data from 210 UK exporters. The findings support the positive influence of behavior-based control on certain export sales managers' characteristics and behavioral performance. The results also indicate that: specific export sales managers' characteristics enhance behavioral performance; behavioral performance is positively related to outcome performance; psychic distance moderates the relationship between behavior-based control and behavioral performance. The article concludes with a discussion of implications for export executives and suggestions for future research in the field. 相似文献
3.
Katerina Makri Marios Theodosiou Evangelia Katsikea 《International Business Review》2017,26(4):628-639
The present study develops and empirically tests a conceptual model of the organizational, strategic, and environmental drivers of export innovativeness. The relationship between export innovativeness and export performance is also examined. Using data collected from 168 small- and medium-sized direct exporters, we find that decentralization in decision making, export market orientation, information exchange and export market dynamism have a significant influence on exporting firms’ degree of innovativeness. Furthermore, export innovativeness has a significant positive effect on export performance. Several theoretical and managerial implications are derived from these findings. Directions for future research are also provided. 相似文献
4.
Marios B. Obwona 《Revue africaine de developpement》2001,13(1):46-81
Uganda, in an attempt to accelerate growth and development, has been encouraging foreign direct investment (FDI) through privatization programmes and generous incentive packages such as tax holidays and exemptions. However, the Ugandan experience shows that to attract FDI, macroeconomic and political stability and policy consistency are much more important than such incentive schemes. The paper discusses infrastructure and institutional bottlenecks that act as deterrents to FDI. The paper uses time series data to investigate the FDI‐growth linkage. The empirical results indicate that FDI has a positive impact on GDP growth in Uganda. L'Ouganda s'efforce d'accélérer la croissance et le développement en encourageant les IFD par le biais de programmes de privatisation et de généreuses mesures d'incitation, notamment des tréves et exonérations fiscales. Cependant, l'expérience ougandaise montre que pour attirer les IFD, la stabilité macroéconomique et politique et des orientations cohérentes sont bien plus importantes que de telles mesures. Le document examine les obstacles au niveau des infrastructures et des institutions qui limitent l'expansion des IFD. Il utilise les données de séries chronologiques pour déterminer les liens entre ces institutions et la croissance. Il ressort des résultats empiriques que les IFD ont un impact positif sur la croissance du PIB en Ouganda. 相似文献
5.
R&D, innovation, and technological progress: a test of the Schumpeterian framework without scale effects 总被引:2,自引:0,他引:2
Marios Zachariadis 《The Canadian journal of economics》2003,36(3):566-586
Abstract. I use U.S. manufacturing industry data to estimate a system of three equations implied by a model of R&D‐induced growth in steady state. These equations relate R&D intensity to patenting, patenting to technological progress, and technological progress to economic growth. In each case, I find evidence of positive impact. Thus, I reject the null hypothesis that growth is not induced by R&D in favour of the Schumpeterian endogenous growth framework without scale effects. I also find strong support for technological spillovers from aggregate research intensity to industry‐level innovation success. JEL Classification: O40, O30 相似文献
6.
We investigate the relation between common institutional ownership of the firms in an industry and product market competition. We find that common ownership is neither robustly positively related with industry profitability or output prices nor is it robustly negatively related with measures of nonprice competition, as would be expected if common ownership reduces competition. This conclusion holds regardless of industry classification choice, common ownership measure, profitability measure, nonprice competition proxy, or model specification. Our point estimates are close to zero with tight bounds, rejecting even modestly sized economic effects. We conclude that antitrust restrictions seeking to limit intra-industry common ownership are not currently warranted. 相似文献
7.
Snezana Eminidou Marios Zachariadis Elena Andreou 《The Scandinavian journal of economics》2020,122(1):306-339
We estimate monetary policy surprises for European consumers over time, based on monetary policy changes that were unanticipated according to consumers’ stated beliefs. We find that such monetary policy surprises have the opposite impact on inflation expectations from the impact found when assuming that consumers are well informed. Relaxing the latter assumption by focusing on consumers’ stated beliefs, unanticipated increases in the interest rate raise inflation expectations before the 2008 financial crisis. This is consistent with imperfect information theoretical settings where interest rate hikes are interpreted as positive news about the state of the economy by consumers who know that policymakers have relatively more information. 相似文献
8.
Existing empirical studies provide little support for the theoretical prediction that market makers rebalance their inventory through revisions of quoted prices. This study provides evidence that the NYSE's specialist does engage in significant inventory rebalancing, but only when not constrained by the affirmative obligation to provide liquidity imposed by the Price Continuity rule. The evidence also suggests that such obligations are associated with better market quality, but impose significant costs on the specialist. The specialist mitigates these costs through discretionary trading when the rule is not binding. These findings shed light on how exchange rules affect market makers’ behavior and market quality. 相似文献
9.
The study demonstrates the importance of customer orientation in markets dominated by small food and drink manufacturers. The study evaluates the effect of consumers’ personal characteristics and perceptions on purchase and provides better understanding of their role in business development in specialty food markets. The United Kingdom’s Mediterranean food market was chosen as a context, focusing specifically on Greek feta. Two hundred seventy-three UK specialty food shoppers were surveyed online to determine what aspects of consumers’ cognition and what personal characteristics would affect purchase decisions. The findings reveal, through 3 models (R2 = .26/.20/.19), that product knowledge (p < .01), country of origin (p < .10), perceived transactional value (p < .10), consumers’ life stage (p < .05), and available income (p < .01) are 5 critical factors affecting decision making. The managerial implications for small and medium sized enterprises (SMEs) lie in the need to create and deliver value to consumers by informing production decisions on consumers’ insight rather than on customers’ (wholesalers, retailers) specifications. 相似文献
10.
Many stock exchanges choose to reduce market transparency by allowing traders to hide some or all of their order size. We study the costs and benefits of order exposure and test hypotheses regarding hidden order usage using a sample of Euronext-Paris stocks, where hidden orders represent 44% of the sample order volume. Our results support the hypothesis that hidden orders are associated with a decreased probability of full execution and increased average time to completion, and fail to support the alternate hypothesis that order exposure causes defensive traders to withdraw from the market. However, exposing rather than hiding order size increases average execution costs. We assess the extent to which non-displayed size is truly hidden and document that the presence and magnitude of hidden orders can be predicted to a significant, but imperfect, degree based on observable order attributes, firm characteristics, and market conditions. Overall, the results indicate that the option to hide order size is valuable, in particular, to patient traders. 相似文献