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Examining determinants of export performance in small open economies

Baldauf, Artur; Cravens, David W.; Wagner, Udo - In: Journal of World Business 35 (2000) 1, pp. 61-79

Maintaining the standard of living in small open economies requires engaging in international exchange. We report the results of a study that was conducted in Austria and refer to certain of the dramatic changes taking place in Europe. The objective is to examine decision-makers' experiences in...

Persistent link: https://www.econbiz.de/10009201768

Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness

Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of World Business 46 (2011) 1, pp. 104-115

A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in...

Persistent link: https://www.econbiz.de/10009201787

Examining the role of buyer-seller relationships in export performance

Piercy, Nigel F.; Katsikeas, Constantine S.; Cravens, … - In: Journal of World Business 32 (1997) 1, pp. 73-86

Persistent link: https://www.econbiz.de/10009201959

Strategic marketing

Cravens, David W.; Piercy, Nigel - 2003 - 7. ed., internat. ed.

Persistent link: https://www.econbiz.de/10004765075

Strategic marketing management cases

Cravens, David W.; Lamb, Charles William; Crittenden, … - 2002 - 7. ed., internat. ed.

Persistent link: https://www.econbiz.de/10004748456

The Role of Satisfaction With Territory Design on the Motivation, Attitudes, and Work Outcomes of Salespeople

Grant, Ken; Cravens, David W.; Low, George S.; … - In: Journal of the Academy of Marketing Science 29 (2001) 2, pp. 165-178

Persistent link: https://www.econbiz.de/10006152170

RESEARCH NOTES - The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships

Babakus, Emin; Cravens, David W.; Johnston, Mark; … - In: Journal of the Academy of Marketing Science 27 (1999) 1, pp. 58-70

Persistent link: https://www.econbiz.de/10006153000

Implementation Strategies in the Market-Driven Strategy Era

Cravens, David W. - In: Journal of the Academy of Marketing Science 26 (1998) 3, pp. 237-241

Persistent link: https://www.econbiz.de/10006153190

Looking Toward the Next 25 Years of JAMS

Cravens, David W. - In: Journal of the Academy of Marketing Science 25 (1997) 1, pp. 3

Persistent link: https://www.econbiz.de/10006153801

Introduction to the Special Issue

Cravens, David W. - In: Journal of the Academy of Marketing Science 23 (1995) 4, pp. 235

Persistent link: https://www.econbiz.de/10006154440