Should companies adjust their orientations toward customers or toward competitors in global markets? To answer this question, we use contingency theory and examine how the effects of customer and competitor orientations on performance are moderated by different environmental conditions. Our...

Organizations rely on formalization to coordinate the efforts of employees; however, this practice has been found to have a negative influence on role stress, organizational commitment, and work alienation of salespersons. Though the negative influence of formalization in the United States has...

Much of the research on the role of firm-specific advantages on firms' subsidiary ownership preferences has been undertaken in the context of advanced-country multinationals, specifically U.S. MNCs. Research has found that U.S. firms derive ownership advantages from their size, experience, and...

Firms interested in servicing foreign markets face a difficult decision with regards to the choice of an entry mode. The options available to a firm include exporting, licensing, joint venture and sole venture. Several factors that determine the choice of a specific foreign market entry mode...

Many studies have examined the impact of leadership behaviors on salespersons' organizational commitment. Unfortunately, little is known about how leadership behaviors impact salespersons' organizational commitment in countries other than the United States. The lack of research is problematic...

Many studies have examined the choice between different types of equity and non-equity modes; however, none has focused on the choice between different types of non-equity modes that service firms employ routinely. This study develops a theoretical framework based on the “organizational...