Search results

In response to certain important gaps in the international marketing literature, an attempt is made to investigate the profile characteristics of highly effective export sales organisations and how they are differentiated from other export units with respect to key sales management aspects. Following a review of the pertinent literature, certain organisational elements and managerial factors were identified as potentially important discriminators between high‐ and low‐effectiveness of export sales units. The study findings indicate that compared to poorly performing export units, highly effective export sales organisations are characterised by higher levels of export sales management control and organisation design. They also have export managers demonstrating superior behavioural attributes, such as export sales planning, presentation, adaptive selling, sales support, and technical knowledge; and distinctive characteristics such as professional competence and customer orientation. The implications of the study findings for business practitioners are highlighted and future research streams suggested.

This study empirically explores one of the important channel issues – the relationship between various channel support given to channel partners and the perceived (by managers) goal‐orientation of a firm. Results from an emerging market, India, indicate that perceived orientation towards both profitability and market share is not associated with any of the channel support considered. Growth orientation however is strongly associated with most of the channel support activities – both business (e.g., business advice, pricing and ordering assistance, and personnel training) as well as marketing (advertising support, sales promotional material, and inventory management assistance) oriented activities. In contrast, perceived sales volume orientation is only associated with advertising support and business advice, however, the relationship is negative. These findings have interesting implications for channel management and channel motivation.