In contrast to a purely tax-driven mechanism, international transfer pricing can be considered as a means to accomplish corporate objectives and thus create strategic consequences. This paper examines the results of a survey of executives of US-based multinational firms who describe the...

In this study we explore the effects of behavior-based sales management control on salesperson characteristics, salesperson performance and sales organization effectiveness with data collected from field sales managers in Australia and Austria. Considering this cross-national perspective,...

The issue of information utilisation within an export setting has been neglected in the literature as most studies focus on the acquisition of export marketing research information rather than its actual use. In this paper, an expanded version of Deshpande and Zaltman's well-known model of...