With the increasing globalization of markets and their interdependencies, small and medium sized domestic firms have witnessed their relative sanctuary from foreign competitors being eroded. This study is founded upon the premise that a significant degree of dormant export potential exists in...

The selection of a suitable working fluid for a BC (Bottoming Cycle) system is one of the most important steps in maximising system performance and minimising the system size and cost. The presented work details a systematic approach in the selection of working fluids applied to a subcritical...

Predictably, sales organizations invest substantial financial and human resources in developing effective salesforces and yet salespeople are among the highest ‘risk group’ in terms of staff turnover. For export sales settings, the organizational consequences of this form of turnover are...

Purpose: The academic inquiry of operational capabilities (OCs) has claimed focal interest in mainstream strategy research. Recent theoretical advances suggest these capabilities are a fundamental trigger to the identification and exploitation of entrepreneurial opportunities. However, the...

The authors use punctuated equilibrium theory as a framework to help explain potential differences in the export sales management arrangements between firms that adopt an export market expansion strategy of either market concentration or market spreading. On the basis of a thorough review of the...

The increasing globalization of markets witnessed in recent years has been paralleled by growing research attention upon the internationalization of small and medium sized firms. In industrialized nations, a significant degree of dormant export potential has been identified in this firm size...

Resources, strategy, and performance inter-relationships are central to strategic marketing theory. Strategic resources are key inputs to product-market strategy that form the basis of superior firm performance. However, these inter-relationships are subject to 'fit' requirements. This article...