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Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions

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  • Javalgi, Rajshekhar G.
  • Hall, Kenneth D.
  • Cavusgil, S. Tamer

Abstract

In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the firm. The sales function can be characterized as an inherently entrepreneurial activity. Entrepreneurship is founded on knowing or seeing something others do not see, and the sales force has long been recognized as an important source of knowledge about a firm's customers and environment. However, there has been relatively little work linking entrepreneurship to international sales performance, especially in the B2B context.

Suggested Citation

  • Javalgi, Rajshekhar G. & Hall, Kenneth D. & Cavusgil, S. Tamer, 2014. "Corporate entrepreneurship, customer-oriented selling, absorptive capacity, and international sales performance in the international B2B setting: Conceptual framework and research propositions," International Business Review, Elsevier, vol. 23(6), pages 1193-1202.
    • Handle: RePEc:eee:iburev:v:23:y:2014:i:6:p:1193-1202
    DOI: 10.1016/j.ibusrev.2014.04.003
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    3. Uzir, Md Uzir Hossain & Al Halbusi, Hussam & Lim, Rodney & Jerin, Ishraq & Abdul Hamid, Abu Bakar & Ramayah, Thurasamy & Haque, Ahasanul, 2021. "Applied Artificial Intelligence and user satisfaction: Smartwatch usage for healthcare in Bangladesh during COVID-19," Technology in Society, Elsevier, vol. 67(C).
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    5. Yamamoto, Satoshi & Kan, Viktoriya & Bartnik, Roman, 2018. "Going Abroad to Innovate? The Role of Entrepreneurial Orientation in Foreign Business Expansion for Japanese Small and Medium-Sized Manufacturers," CIS Discussion paper series 668, Center for Intergenerational Studies, Institute of Economic Research, Hitotsubashi University.
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    9. Erik Ruzic & Dragan Benazic & Sanja Dolenec, 2017. "Examination Of The Relationship Between Effective Communication, Salespeople`S Satisfaction With Their Manager And Customer Relationship Development," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 26(2), pages 501-516, december.
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