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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.

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.

Suggested Citation

  • Piercy, Nigel F. & Low, George S. & Cravens, David W., 2011. "Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness," Journal of World Business, Elsevier, vol. 46(1), pages 104-115, January.
    • Handle: RePEc:eee:worbus:v:46:y:2011:i:1:p:104-115
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    References listed on IDEAS

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    5. 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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    Cited by:

    1. Katsikea, Evangelia & Theodosiou, Marios & Morgan, Robert E., 2015. "Why people quit: Explaining employee turnover intentions among export sales managers," International Business Review, Elsevier, vol. 24(3), pages 367-379.
    2. Gawai MILIND & Iyer RADHA & Kedia NEEL & Bhakkad PRATIK, 2019. "Ethical Leadership and Its Relationship with Sales Force Performance Mediated by Trust of Sales Employees on their Leaders," Economics and Applied Informatics, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, issue 1, pages 120-131.

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