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Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness

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  • Piercy, Nigel F.
  • Low, George S.
  • Cravens, David W.
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    Abstract

    A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in seven countries. The results provide support for the four hypotheses in the U.K., support for three in Nigeria, two in India, Malaysia, and Saudi Arabia, and one in Bahrain and Greece. This study also examines three groupings of countries based on similarities in political stability and economic wealth, and the extent of differences between ideal and non-ideal values using a configuration theory analysis, providing further support for the four hypotheses, the conceptual framework and the country groupings.

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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of World Business.

    Volume (Year): 46 (2011)
    Issue (Month): 1 (January)
    Pages: 104-115

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    Handle: RePEc:eee:worbus:v:46:y:2011:i:1:p:104-115

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    Related research

    Keywords: Sales effectiveness International market differences Sales organization antecedents to effectiveness Salesperson antecedents to effectiveness;

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    1. Uma Sekaran, 1983. "Methodological and Theoretical Issues and Advancements in Cross-Cultural Research," Journal of International Business Studies, Palgrave Macmillan, vol. 14(2), pages 61-73, June.
    2. Steenkamp, Jan-Benedict E M & Baumgartner, Hans, 1998. " Assessing Measurement Invariance in Cross-National Consumer Research," Journal of Consumer Research, University of Chicago Press, vol. 25(1), pages 78-90, June.
    3. Geert Hofstede, 1983. "The Cultural Relativity of Organizational Practices and Theories," Journal of International Business Studies, Palgrave Macmillan, vol. 14(2), pages 75-89, June.
    4. Piercy, Nigel F. & Low, George S. & Cravens, David W., 2004. "Examining the effectiveness of sales management control practices in developing countries," Journal of World Business, Elsevier, vol. 39(3), pages 255-267, August.
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