This study adopts the Miles and Snow typology as a framework for analyzing export performance of manufacturing firms. The study investigates the role of distinctive competence and various strategic responses of firms belonging to each strategic type on their foreign market performance. The...

Purpose – The objective of this paper is to compare the management style of marketing managers in Australia with the counterparts in the People's Republic of China (PRC). Design/methodology/approach – Based on the differences in cultural dimensions and context, five hypotheses related to...

Introduction and Methodology Current statistics indicate a considerable untapped potential in overseas markets, particularly for the smaller U.S. companies. The role of federal and individual state governments — in spite of current contrary evidence — is potentially particularly relevant and...

Cites the existence of information framing effects as an interesting phenomenon in the area of human judgements and decision‐making. Uses three distinct types of framing effect and the hypothesis identified by Leven et al (1998). Studies the reliability of these effects across samples of...

Purpose – The paper's aim is to illustrate the use of a technique that can help researchers choose which techniques, and at what level, to employ in an internet‐based survey. Design/methodology/approach – A screening experiment, designed as a Plackett‐Burman design, is used to study main...

Purpose – The purpose of this paper is to examine the effect of topic sensitivity and the research design techniques of forced answering (FA) (i.e. cannot proceed if leave an answer blank) and response options (use of “prefer not to answer” (PNA) option) on respondent motives for...

Purpose The purpose of this paper is to examine the dimensions of interpersonal trust which would affect the buyer-salesperson relationship in a direct selling situation. It also investigates consumers’ perceived risk and advantages of direct selling. Design/methodology/approach A...

Purpose – There is limited published work addressing factors that influence responses to internet surveys. This is due in part to lack of an agreed upon set of relevant theories. Albaum, Evangelista and Medina (AEM) and Evangelista et al. made a step toward filling this gap when they studied...

Purpose – The purpose of this paper is to investigate trust in salespersons of direct selling companies. The major purpose of the study is to examine three alternative measures of trust and to assess the effects of consumer trust in the direct selling salesperson on intended purchase behavior...