This study proposes and empirically tests an integrated framework investigating the antecedents to managerial trust and sales control in Malaysian salesforce. The theoretical framework of transaction cost analysis (TCA) serves as the main paradigm for suggesting that uncertainty is the basis for...

The relationships between organisational characteristics, export marketing strategy, and export performance are examined. Based on a ationwide survey of United States exporting firms, it is shown that exporters who are committed to exporting and are formally trained in international business...

Purpose – The purpose of this paper is to examine the impact of global consumer culture positioning (GCCP) in comparison to local consumer culture positioning (LCCP) strategies on consumer evaluations of a new unknown brand. Design/methodology/approach – Using an experimental method in the...

The rapidly intensifying adoption of the Internet channel for marketing and sales by incumbent bricks-and-mortar retailers underscores the importance of assessing the impact of the online channel strategies on firm performance in the dynamic competitive environment. At the time when store-based...

Purpose: This study aims to investigate the differences in consumers’ perceptions of trust, performance expectancy and intention to hire between human financial advisors with high/low expertise and robo-advisors. Design/methodology/approach: Three experiments were conducted. The respondents...