strategy. However, the drivers of performance for the Prospector, Analyser and Defender strategies have not been thoroughly … the Prospector, Analyser and Defender strategy types. Analyses performance variation in the strategy types using …

Considers the relevance and contribution of marketing to business performance in the new economic environment which …

Considers the effect of effort on sales performance and job satisfaction in the context of Turkish industrial … antecedents to effort and indirect antecedents to satisfaction and performance. Tests the proposed model with LISREL VII. Claims … and effort have direct effects on salesperson performance; that salesperson performance has a direct effect on job …

performance using a sample of regular exporters from a small European Union country, in their trading activities with overseas … potentially important factors in explaining firm performance in the export market context. Tests the model in a three …‐step procedure employing multiple regression analysis and identifies several elements that are related directly to export performance …

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology … understanding and predicting sales performance. Demonstrates how PCT can be integrated with existing theoretical models of sales … performance by suggesting a series of research propositions which can be tested using a number of different research methodologies …

salespeople’s role conflict, role ambiguity, performance and job satisfaction. The model is tested with EQS, using data collected … performance, and increases role conflict and ambiguity. Notes that environmental heterogeneity also reduces performance and …

systems and outcome‐based control systems. Although conventional theory has suggested that behaviour performance and outcome … performance result from different stimuli, we find that behaviour‐based control is positively associated with both behaviour … performance and outcome performance. We find also that organizational commitment and sales territory design are significantly …

foreign markets and the performance consequences of this international market selection (IMS) decision. This paper proposes a … conceptual framework that hypothesizes the relationship between transaction cost factors, IMS and export performance. Design …/implications Understanding transaction costs helps decision-makers formulate more efficient IMS strategy to achieve superior export performance …

between power, justice and relative dependence influence relationship performance in buyer – seller relationships. Design … relationship performance. The use of coercion was found to be substantively more detrimental to the buyer – seller relationship … their efforts to manage relationship performance, whenever possible, managers should seek to avoid punishing their partner …

effects of marketing channel governance. Franchisors govern their systems to limit opportunism and enhance performance … enhances franchisee performance, while opportunism reduces it. With weaker norms, outcome monitoring facilitates compliance …, and goal congruence boosts franchisee performance, as does franchisee opportunism. However, norms fail to mitigate …