IDEAS home Printed from https://ideas.repec.org/a/ibf/rbfstu/v3y2012i2p39-44.html
   My bibliography  Save this article

Establishing Strategic Sales Organizations In Emerging Markets: The Case Of Saudi Arabia

Author

Listed:
  • Mohammed Al-Habib

Abstract

This paper focuses on examining the sales force transformation process through the sales-marketing interface theory using Saudi Arabia as a case study. The study’s results show context-specific challenges posed by organizational hierarchy, roles and responsibilities of sales and marketing personnel, and managerial competencies to this process. We suggest that since firms in emerging markets may lack welldeveloped marketing and sales apparatuses, the transformation process may turn into a two-step process that requires changing sales and marketing’s roles and responsibilities.

Suggested Citation

  • Mohammed Al-Habib, 2012. "Establishing Strategic Sales Organizations In Emerging Markets: The Case Of Saudi Arabia," Review of Business and Finance Studies, The Institute for Business and Finance Research, vol. 3(2), pages 39-44.
    • Handle: RePEc:ibf:rbfstu:v:3:y:2012:i:2:p:39-44
    as

    Download full text from publisher

    File URL: http://www.theibfr2.com/RePEc/ibf/rbfstu/rbfs-v3n2-2012/RBFS-V3N2-2012-4.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Bhuian, Shahid N., 1998. "An Empirical Examination of Market Orientation in Saudi Arabian Manufacturing Companies," Journal of Business Research, Elsevier, vol. 43(1), pages 13-25, September.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Wong, Hiu-Kan & Ellis, Paul D., 2007. "Is market orientation affected by the product life cycle?," Journal of World Business, Elsevier, vol. 42(2), pages 145-156, June.
    2. Laura Serviere-Munoz & Anshu Saran, 2012. "Market Orientation, Innovation, And Dynamism From An Ownership And Gender Approach: Evidence From Mexico," International Journal of Management and Marketing Research, The Institute for Business and Finance Research, vol. 5(2), pages 1-17.
    3. Gurjeet Kaur & Shruti Gupta, 2012. "Business Orientation of Indian Consumer Banking," Global Business Review, International Management Institute, vol. 13(3), pages 481-507, October.
    4. Langerak, F. & Hultink, E.J. & Robben, H.R.S., 2000. "The Mediating Effect of NPD-Activities and NPD-Performance on the Relationship between Market Orientation and Organizational Performance," ERIM Report Series Research in Management ERS-2000-50-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    5. Fritz, Wolfgang, 2004. "Über Tautologien, gesicherte Erkenntnisse und ein problematisches Wissenschaftsverständnis: Eine Antwort auf die Kritik von Alexander Nicolai und Alfred Kieser," Working Papers 04/06, Technische Universität Braunschweig, Institute of Marketing.
    6. Langerak, F., 2002. "What is the Predictive Power of Market Orientation?," ERIM Report Series Research in Management ERS-2002-88-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    7. Frederick. O. Opeda & Olumide. O. Jaiyeoba & Amanze Donatus, 2011. "Market Orientation: Journey from Antecedents to Business Performance in a Developing Economy : A Case-Study of Botswana¡¯s Small and Medium Size Manufacturing Firms," International Journal of Business Administration, International Journal of Business Administration, Sciedu Press, vol. 2(4), pages 61-68, November.
    8. Subramanian, Ram & Gopalakrishna, Pradeep, 2001. "The market orientation-performance relationship in the context of a developing economy: An empirical analysis," Journal of Business Research, Elsevier, vol. 53(1), pages 1-13, July.
    9. Rong, Baiding & Wilkinson, Ian F., 2011. "What do managers’ survey responses mean and what affects them? The case of market orientation and firm performance," Australasian marketing journal, Elsevier, vol. 19(3), pages 137-147.
    10. Seemant Kumar Yadav & Vikas Tripathi & Geetika Goel, 2021. "Dis-Aggregated Effect of Market Orientation on Firms' Performance: A Study on Indian Small and Medium-Scale (SMEs) Manufacturers," International Journal of Asian Business and Information Management (IJABIM), IGI Global, vol. 12(3), pages 87-108, July.
    11. Ingenbleek, Paul T.M. & Tessema, Workneh Kassa & van Trijp, Hans C.M., 2013. "Conducting field research in subsistence markets, with an application to market orientation in the context of Ethiopian pastoralists," International Journal of Research in Marketing, Elsevier, vol. 30(1), pages 83-97.
    12. Liu, Sandra S. & Luo, Xueming & Shi, Yi-Zheng, 2003. "Market-oriented organizations in an emerging economy: A study of missing links," Journal of Business Research, Elsevier, vol. 56(6), pages 481-491, June.
    13. Tse, Alan C. B. & Sin, Leo Y. M. & Yau, Oliver H. M. & Lee, Jenny S. Y. & Chow, Raymond, 2003. "Market orientation and business performance in a Chinese business environment," Journal of Business Research, Elsevier, vol. 56(3), pages 227-239, March.
    14. Wenbo Jiang & Francesco Rosati & Huaqi Chai & Taiwen Feng, 2020. "Market orientation practices enhancing corporate environmental performance via knowledge creation: Does environmental management system implementation matter?," Business Strategy and the Environment, Wiley Blackwell, vol. 29(5), pages 1899-1924, July.
    15. Hadi Veis & Ahmad Rezvanfar & Yoosef Hejazi, 2006. "Impact of Organizational Learning on Market Orientation of Higher Education Agriculture Departments," Iranian Economic Review (IER), Faculty of Economics,University of Tehran.Tehran,Iran, vol. 11(1), pages 93-114, winter.
    16. Chi, Ting & Sun, Yao, 2013. "Development of firm export market oriented behavior: Evidence from an emerging economy," International Business Review, Elsevier, vol. 22(1), pages 339-350.
    17. Dr. Agnes Hofmeister-Tóth & Kinga Kopfer-Rácz & Dóra Sas, 2015. "Analysis of the Relationship between Market Orientation and Leadership Style in Hungarian SMEs," Journal of Social Sciences (COES&RJ-JSS), , vol. 4(2), pages 812-827, April.
    18. John Dawes, 2000. "Market Orientation and Company Profitability: Further Evidence Incorporating Longitudinal Data," Australian Journal of Management, Australian School of Business, vol. 25(2), pages 173-199, September.
    19. Lee, Keon Bong & Wong, Veronica, 2012. "Organizational coordination, development proficiency, and on-time completion of development and international rollout: A contingency analysis of external environments," Journal of Business Research, Elsevier, vol. 65(3), pages 389-401.
    20. Moad Hamod Saleh & Mohammed A. Al-Hakimi, 2022. "The Effect of Marketing Ethics as a Moderator on the Relationship Between Competitor Orientation and SMEs’ Performance in Saudi Arabia," SAGE Open, , vol. 12(3), pages 21582440221, August.

    More about this item

    Keywords

    Sales; Transformation; Saudi Arabia; Interface;
    All these keywords.

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:ibf:rbfstu:v:3:y:2012:i:2:p:39-44. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Mercedes Jalbert (email available below). General contact details of provider: .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.