Factors related to information acquisition in exporting organizations

Article Abstract:

A study of the factors that affect small exporting companies' information acquisition activities shows that management strategy, product nature, market distance and employees' global skills prompt these firms to use in-house sources. The number of small business enterprises going into the export business is increasing. As this trend continues, businesses should gain access to information regarding the international market to effectively manage the competition and identify propective markets. Transaction cost analysis is used to identify the factors that dictate small export firms to adopt the appropriate strategy for sourcing global market information.

Foreign Trade Companies NEC, Other Miscellaneous Nondurable Goods Wholesalers, WHOLESALE TRADE--DURABLE GOODS, International aspects, Trading companies, Marketing research, Market research

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Export intention, beliefs, and behaviors in smaller industrial firms

Article Abstract:

The beliefs about exporting, export intentions, consequent exporting behavior and further export intentions of managers in small and medium-sized New England firms are investigated. Results show that there is a relationship between export intentions and beliefs about the benefits of exporting to the company, between export intentions and present performance, and between export intentions and future export intentions. A relationship between future export intentions and performance in the perior prior, and between export intentions and the size of the firm was also found.

Beliefs, opinions and attitudes, Executives

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The impact of values on salespeople's job responses: a cross-national investigation

Article Abstract:

A model was developed to assess the impact of personal values on the job responses of salespeople and to study its managerial implications in an international salesforce setting. The values typology model showed that the salespeople's values have minor impacts on job performance, organizational commitment and reward valences. This conclusion is due to the similarity in sales and marketing environment and history of the study areas.

Sales Compensation, Sales Force Training & Management, Marketing management, Selling, Sales management, Sales personnel, Salespeople, Compensation (Business)

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