Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness

Nigel F. Piercy, George S. Low and David W. Cravens

Journal of World Business, 2011, vol. 46, issue 1, 104-115

Abstract: A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in seven countries. The results provide support for the four hypotheses in the U.K., support for three in Nigeria, two in India, Malaysia, and Saudi Arabia, and one in Bahrain and Greece. This study also examines three groupings of countries based on similarities in political stability and economic wealth, and the extent of differences between ideal and non-ideal values using a configuration theory analysis, providing further support for the four hypotheses, the conceptual framework and the country groupings.

Keywords: Sales; effectiveness; International; market; differences; Sales; organization; antecedents; to; effectiveness; Salesperson; antecedents; to; effectiveness (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (3)

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