search query: @indexterm Organizational effectiveness / total: 283
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| Author: | Katsikea, E. S. Skarmeas, D. A. |
| Title: | Organisational and managerial drivers of effective export sales organisations : an empirical invertigation |
| Journal: | European Journal of Marketing
2003 : VOL 37:11-12, p- 1723-1745 |
| Index terms: | EXPORTS INTERNATIONAL MARKETING ORGANIZATIONAL EFFECTIVENESS SALES MANAGEMENT |
| Language: | eng |
| Abstract: | This article examines highly effective export sales organisations and investigates how they are differentiated from other export units with respect to key sales management aspects. The results of this study indicate that highly effective export sales organisations are characterised by organisation design and higher levels of export sales management control compared to poorly performing export units. Implications for future research are discussed. |
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