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Article
Publication date: 1 June 2001

J. Donald Weinrauch, Marilyn Stephens‐Friesen and Rodney L. Carlson

Approximately one million manufacturers’ representatives exist in the USA and their training needs are deserving of research attention. They are typically associated with small…

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Abstract

Approximately one million manufacturers’ representatives exist in the USA and their training needs are deserving of research attention. They are typically associated with small agency firms that have limited resources to arrange in‐house sales training – especially for new sales personnel. Thus, an industry‐wide survey was done to identify perceived training needs and potential demand for this program. These results provided guidance for creating an industry‐based sales training program that emphasizes personal selling and marketing skills as well as professional aspects of the job. These results also showed that agency size, program cost, and certification were important factors in demand.

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Journal of Business & Industrial Marketing, vol. 16 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 February 1986

F.H. Rolf Seringhaus

Until recently, little research has been directed at the measurement of the impact of governmental support on the firm. The major focus of this article is on the methodological…

747

Abstract

Until recently, little research has been directed at the measurement of the impact of governmental support on the firm. The major focus of this article is on the methodological and measurement issues that appear to have a confounding effect and may account for broad equivocality of the findings in many of the studies. An evaluation paradigm is developed and applied to the research reviewed. The article concludes with a synthesis of the issues and provides specific directions for future research.

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International Marketing Review, vol. 3 no. 2
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 September 1987

Jeryl M. Whitelock

Levitt's theory of globalisation has attracted a great deal of attention among both academics and practitioners. The view that a single product can be offered worldwide offers…

2950

Abstract

Levitt's theory of globalisation has attracted a great deal of attention among both academics and practitioners. The view that a single product can be offered worldwide offers significant benefits for international marketers, whatever their size or industry. A review of empirical findings in the literature, however, suggests that this theory should be adopted with caution. The author has studied a specific group of three products manufactured by UK companies and exported to other countries in Europe. Despite the often cited term, European market, which implies a likeness between all European countries and, hence, an opportunity for product standardisation, the findings suggest that modifications in many product aspects are necessary for export success. Further, the degree of modification required varies from market to market.

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European Journal of Marketing, vol. 21 no. 9
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 April 1986

Mehmet Karafakioglu

Factors influential in directing Turkish manufacturers to exporting are discussed. The research shows that the majority of these companies started exports due to unexpected orders…

343

Abstract

Factors influential in directing Turkish manufacturers to exporting are discussed. The research shows that the majority of these companies started exports due to unexpected orders and entered this field as a result of domestic economic factors. For most of these companies, the domestic market preserves its significance. Therefore, a different marketing strategy is not implemented for exports. However, as size and export volume increase, a change in attitudes is observed, supporting the findings of previous empirical studies that involvement in export marketing is a sequential and gradual process.

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International Marketing Review, vol. 3 no. 4
Type: Research Article
ISSN: 0265-1335

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Publication date: 1 January 1981

Present day literature on the general topic of export planning for international markets appears to be a repetition of standard works. It does not seem to be geared to the needs…

405

Abstract

Present day literature on the general topic of export planning for international markets appears to be a repetition of standard works. It does not seem to be geared to the needs of managers of small exporting manufacturing concerns. The small businessman needs ways of analysing export markets, the potential exportability of his product, and, equally important, tools for predicting which products are likely to be threatened by import competition, and the appropriate marketing strategies to use in exporting.

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Management Research News, vol. 4 no. 1
Type: Research Article
ISSN: 0140-9174

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