Please use this identifier to cite or link to this item:
http://hdl.handle.net/10397/74109
Title: | The role of sales representatives in cross-cultural business-to-business relationships | Authors: | Gu, FF Wang, JJ Wang, DT |
Issue Date: | Apr-2019 | Source: | Industrial marketing management, Apr. 2019, v. 78, p. 227-238 | Abstract: | This study responds to the call for the “internationalization of sales research” by collecting data from 160 international buyers spanning 33 countries and regions. Based on survey data, archival sales records and cultural-distance indices, this research examines the performance-enhancing effect of sales rep-owned commitment as well as its antecedents under varying degrees of cultural distance. Our results show a strong and direct impact of rep-owned commitment, independent of the effect of firm-owned commitment, on enhancing performance indicators including sales volume, importers' purchase share, and importers' future purchase intentions. Moreover, we find two important antecedents to rep-owned commitment: benevolence trust and capability trust. Interestingly, cultural distance moderates the effects of benevolence and capability trust on rep-owned commitment: the larger the cultural distance, the stronger the effect of benevolence trust but the weaker the effect of capability trust. We conclude with theoretical and managerial implications to international marketing research and practice. | Keywords: | Cultural distance Exporting International marketing Relationship marketing Sales representatives Trust |
Publisher: | Elsevier | Journal: | Industrial marketing management | ISSN: | 0019-8501 | EISSN: | 1873-2062 | DOI: | 10.1016/j.indmarman.2016.10.002 | Rights: | © 2016 Elsevier Inc. All rights reserved. © 2016. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/. The following publication Gu, F. F., Wang, J. J., & Wang, D. T. (2019). The role of sales representatives in cross-cultural business-to-business relationships. Industrial Marketing Management, 78, 227-238 is available at https://doi.org/10.1016/j.indmarman.2016.10.002. |
Appears in Collections: | Journal/Magazine Article |
Files in This Item:
File | Description | Size | Format | |
---|---|---|---|---|
Gu_Role_Sales_Representatives.pdf | Pre-Published version | 1.11 MB | Adobe PDF | View/Open |
Page views
117
Last Week
3
3
Last month
Citations as of Apr 21, 2024
Downloads
91
Citations as of Apr 21, 2024
SCOPUSTM
Citations
17
Last Week
1
1
Last month
Citations as of Apr 26, 2024
WEB OF SCIENCETM
Citations
16
Last Week
0
0
Last month
Citations as of Apr 25, 2024
Google ScholarTM
Check
Altmetric
Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.