Enhancing international business relationships: a focus on customer perceptions of salesperson role performance including cultural sensitivity

Article Abstract:

A conceptual framework was developed to analyze the influence of salesperson role performance, specifically customers' perceptions of cultural sensitivity, on international business relationships. The model showed that cultural sensitivity serves as an essential part of customer's perspective of international business relationships. Consideration of existing research and 52 in-depth field interviews with Mexican purchasing directors also revealed that customer satisfaction, trust and commitment is greatly affected by salesperson role performance.

Market Research, Analysis, Marketing research

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New product development cycle time: the influence of project and process factors in small manufacturing companies

Article Abstract:

The impact of outcome-based performance assessment and nontechnical outside assistance on new product development cycle time was examined. The study focused on 188 new product development projects in small manufacturing companies. Results showed that the use of nontechnical outside assistance extends product development cycle time. On the other hand, output control can reduce or protract product development cycle time, depending on the growth rate of the market and innovativeness of the product.

All Other Miscellaneous Manufacturing, Manufacturing industries, not elsewhere classified, Manufacturing Industries NEC, Manufacturing industry, Manufacturing industries, Small business, New products, Product introduction

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Early supplier involvement in customer new product development: a contingency model of component supplier intentions

Article Abstract:

The impact of early involvement of suppliers on product development is examined in detail. Implications for suppliers' relationships with customers are assessed.

Management Theory & Techniques, Management

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