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Organisational and managerial drivers of effective export sales organisations
16 references·5 citing·42 second hop
Organisational and managerial drivers of effective export sales organisations (2003)Organisational and managerial drivers of …Firm-Level Export Performance Assessment: Review, Evaluation, and Development (2000)Firm-Level Export Performance…The determinants of export performance: a review of the empirical literature between 1987 and 1997 (1998)The determinants of export pe…The Export Development Process: An Integrative Review of Empirical Models (1996)The Export Development Proces…Market Orientation and Company Performance: Empirical Evidence From UK Companies (1995)Market Orientation and Compan…Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures (1994)Marketing Strategy-Performanc…The Mechanism of Internationalisation (1990)The Mechanism of Internationa…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)Market Orientation: The Const…Management Influences on Export Performance: A Review of the Empirical Literature 1978‐1988 (1989)Management Influences on Expo…Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems (1987)Perspectives on Behavior-Base…The Determinants of Salesperson Performance: A Meta-Analysis (1985)The Determinants of Salespers…International Marketing Research (1984)International Marketing Resea…Mail and Telephone Surveys: The Total Design Method. (1982)Mail and Telephone Surveys: T…Effectiveness in Sales Interactions: A Contingency Framework (1981)Effectiveness in Sales Intera…Marketing Research: Methodological Foundations (1977)Marketing Research: Methodolo…Estimating Nonresponse Bias in Mail Surveys (1977)Estimating Nonresponse Bias i…Export performance: multiple predictors and multiple measures approach (2014)Export performance: multiple …Exploring the linear and quadratic effects of customer and competitor orientation on export performance (2013)Exploring the linear and quad…Internationalizing Sales Research: Current Status, Opportunities, and Challenges (2011)Internationalizing Sales Rese…Firm-Level Determinants Of Export Performance (2011)Firm-Level Determinants Of Ex…THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY (2010)THE RELATIONSHIP BETWEEN SALE…Upper Echelons: The Organization as a Reflection of Its Top Managers (1984)Dimensions of Consumer Expertise (1987)Market Orientation: Antecedents and Consequences (1993)Organizational culture and leadership (1993)Marketing in Hypermedia Computer-Mediated Environments: Conceptual Foundations (1996)The Field behind the Screen: Using Netnography for Marketing Research in Online Communities (2002)The social psychology of organizing (1969)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Toward a Theory of International New ventures (1994)The Theory of the Growth of the Firm (1995)EFFECTS OF AGE AT ENTRY , KNOWLEDGE INTENSITY, AND IMITABILITY ON INTERNATIONAL GROWTH. 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this work references cited by second hop

References

  • 1977Estimating Nonresponse Bias in Mail Surveys12,220 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications7,320 cited
  • 1982Mail and Telephone Surveys: The Total Design Method.6,852 cited
  • 1977Marketing Research: Methodological Foundations4,351 cited
  • 1990Market Orientation: The Construct, Research Propositions, and Managerial Implications4,123 cited
  • 1990The Mechanism of Internationalisation3,406 cited
  • 1994Marketing Strategy-Performance Relationship: An Investigation of the Empirical Link in Export Market Ventures2,155 cited
  • 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
  • 1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
  • 1989Management Influences on Export Performance: A Review of the Empirical Literature 1978‐19881,155 cited
  • 1998The determinants of export performance: a review of the empirical literature between 1987 and 19971,055 cited
  • 1996The Export Development Process: An Integrative Review of Empirical Models998 cited
  • 1984International Marketing Research980 cited
  • 2000Firm-Level Export Performance Assessment: Review, Evaluation, and Development894 cited
  • 1995

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Market Orientation and Company Performance: Empirical Evidence From UK Companies
758 cited
  • 1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
  • Cited by

    • 2011Internationalizing Sales Research: Current Status, Opportunities, and Challenges60 cited
    • 2013Exploring the linear and quadratic effects of customer and competitor orientation on export performance47 cited
    • 2011Firm-Level Determinants Of Export Performance45 cited
    • 2014Export performance: multiple predictors and multiple measures approach43 cited
    • 2010THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY33 cited