Managerial,organizational, and external drivers of sales effectiveness in export market ventures |
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| Authors: | Evangelia Katsikea Marios Theodosiou Robert E. Morgan |
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| Affiliation: | (1) Athens University of Economics and Business, 76 Patission Str., 10434 Athens, Greece;(2) Department of Public and Business Administration, School of Economics and Management, University of Cyprus, Kallipoleos 75, P.O. Box 20537, 1678 Nicosia, Cyprus;(3) Cardiff Business School, Cardiff University, Colum Drive, Cardiff, CF10 3EU, UK |
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| 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. |
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| Keywords: | Sales management Exporting Management control system |
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