One of the primary characteristics of the sales environment of the next century will be the proliferation of technology as an important component of the sales process. The successful salesperson of the future will be marked by an ability to incorporate and directly apply a wide range of...

One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer‐seller relationships, a lack of empirical evidence exists for the...

A number of studies in the international marketing literature have focused on the identification and discussion of differences across nations and cultures. Unfortunately, the majority of these investigations focus on existing differences without addressing which of these differences have the...

A number of obstacles, many originating from political/government sources, adversely affect individual firms involved in operations outside of their domestic market. The purpose of this study was to investigate the role in which market access, existence of government policies, and market...

Purpose – This study seeks to devise a research instrument designed to test the direct effects of technical and functional elements of the service encounter on behavioral intentions. Design/methodology/approach – Using data collected from eight different countries, the survey instrument was...