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International Market Selection and Subsidiary Performance: A Neural Network Approach

Brouthers, Lance; Mukhopadhyay, Somnath; Wilkinson, … - 2008

How should multinational enterprises (MNEs) select international markets? We develop a model of international market selection that adds firm-specific advantages and transaction cost considerations to previously explored target market factors based on Dunning's Eclectic Framework. Results...

Persistent link: https://www.econbiz.de/10009459057

The Effect of Attribute Qualities on Consumer Decision Making: A Causal Model of External Information Search

Maute, Manfred F.; Forrester, William R. - 1991

Several distinctive characteristics of the way in which information is produced and disseminated suggest that simple marginal benefit/marginal cost models may be inadequate to explain decisions that consumers make about how much and what type of information to search. The concepts of search,...

Persistent link: https://www.econbiz.de/10009459059

Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study

Weeks, William; Loe, Terry W.; Chonko, Lawrence B.; … - 2006

An empirical study using moral ethical development, perceived ethical climate, and outcomes of perceived ethical climate was conducted in Mexico and compared to an existing U.S. sample of salespeople. Across the two national cultures, it appears there is consistency in a positive significant...

Persistent link: https://www.econbiz.de/10009459061

The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence

Weeks, William; Loe, Terry; Chonko, Lawrence; … - 2004

This study investigates the relationship of perceived ethical climate to individual commitment to quality, organizational commitment, and performance among business-to-business salespeople from two companies. The results indicate a firm's ethical climate has an effect on its sales force....

Persistent link: https://www.econbiz.de/10009459062

Estimates of the Sensitivities of the Value of the Firm to Profitability, Growth, and Capital Intensity

Miller, Tom W.; Mathisen, Richard E.; McAllister, John P. - 2004

Value-based management systems concentrate on actions that generate value for the shareholders in the wealth creation process (Fisher 1995; Lieber 1996; Walbert 1994). This study focuses explicitly on profitability, growth, and capital intensity as drivers of the value of the firm by extending a free...

Persistent link: https://www.econbiz.de/10009459063

Summary Brief: Macro Influences on the Adoption of Sales Force Automation (SFA) Technology

Borders, Aberdeen Leila; Widmier, Scott; Hair, Joe - 2009

There is great interest in the application of technological solutions driven by a thriving CRM industry. It has been shown the more effective the implementation of SFA, the greater its impact on increased sales performance. Previous research on SFA adoption has focused on the individual as the...

Persistent link: https://www.econbiz.de/10009459115

The Integration of Microcomputers in Marketing Research and Decision Making

Malhotra, Naresh K.; Tashchian, Armen; Mahmoud, Essam - 1987

This paper focuses on the integrative and pervasive use of microcomputers in marketing research and managerial decision … making. The marketing research process is conceptualized as consisting of six phases. At each phase, microcomputer … applications and illustrative software are identified as implications for the practice of marketing research discussed. Next the …

Persistent link: https://www.econbiz.de/10009459117

Strategic positioning of Taiwan in the outsourcing market: Evidence from information technology services and electronic manufacturing outsourcing to China

Tseng, Sheng-Ying - 2009

In outsourcing relationships with China, the Electronic Manufacturing (EM) and Information Technology Services (ITS) industry in Taiwan may possess such advantages as the continuing growth of its production value, complete manufacturing supply chain, low production cost and a large-scale Chinese...

Persistent link: https://www.econbiz.de/10009460463

Novelty, Complexity, and Importance as Causal Determinants of Industrial Buyer Behavior

McQuiston, Daniel H. - 1989

purchase situations. Though industrial marketing researchers would agree that there are different types of purchase situations …

Persistent link: https://www.econbiz.de/10009462174

An Examination of the Evaluative Criteria of Industrial Buyers: Implications for Sales Training,

McQuiston, Daniel H.; Walters, Rockney G. - 1989

presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically … particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system …

Persistent link: https://www.econbiz.de/10009462178