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| Author: | Katsikea, E. Morgan, R.E. |
| Title: | Exploring export sales management practices in small- and medium-sized firms |
| Journal: | Industrial Marketing Management
2003 : AUG, VOL. 32:6, p. 467-480 |
| Index terms: | Sales Management Sales management Exports Small and medium-sized enterprises (SMEs) Small business |
| Freeterms: | SME |
| Language: | eng |
| Abstract: | This paper investigates 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 behavioural attributes between 'active' and 'committed' exporting firms. Several differences among these exporter groups are identified with the main conclusion 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. |
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