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Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity

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  • Harich, Katrin R.
  • LaBahn, Douglas W.

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  • Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    • Handle: RePEc:eee:jbrese:v:42:y:1998:i:1:p:87-101
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    References listed on IDEAS

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    1. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    2. Sanjeev Agarwal, 1993. "Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(4), pages 715-739, December.
    3. Gatignon, Hubert & Robertson, Thomas S, 1985. "A Propositional Inventory for New Diffusion Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(4), pages 849-867, March.
    4. June N P Francis, 1991. "When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(3), pages 403-428, September.
    5. Mohr, Lois A. & Bitner, Mary Jo, 1995. "The role of employee effort in satisfaction with service transactions," Journal of Business Research, Elsevier, vol. 32(3), pages 239-252, March.
    6. Sudhir H Kale & John W Barnes, 1992. "Understanding the Domain of Cross-National Buyer-Seller Interactions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(1), pages 101-132, March.
    7. Kassarjian, Harold H, 1977. "Content Analysis in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 4(1), pages 8-18, June.
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    Cited by:

    1. Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
    2. Phan, Michel C. T. & Styles, Chris W. & Patterson, Paul G., 2005. "Relational competency's role in Southeast Asia business partnerships," Journal of Business Research, Elsevier, vol. 58(2), pages 173-184, February.
    3. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.
    4. François Maon & Adam Lindgreen, 2015. "Reclaiming the Child Left Behind: The Case for Corporate Cultural Responsibility," Journal of Business Ethics, Springer, vol. 130(4), pages 755-766, September.

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