In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the...

This study examines 20[punctuation space]204 manufacturers in a Midwestern state to determine whether the influence of firm characteristics on the propensity to export differs for manufacturers and manufacturing-based service providers. By examining census data, the researchers seek to address...