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.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 1998
User Contributions:
Comment about this article or add new information about this topic:
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.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 1996
User Contributions:
Comment about this article or add new information about this topic:
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.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 2000
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Understanding online B-to-C relationships: an integrated model of privacy concerns, trust, and commitment
- Abstracts: Service quality in a retail environment: closing the gaps. Defections, discourse and devotion: some propositions on customer desertion, dialogue and loyalty
- Abstracts: Concept testing with and without product trial. Is all communication created equal?: an investigation into the effects of communication mode on perceived information quality
- Abstracts: Testing predictions derived from inoculation theory and the effectiveness of self-disclosure communications strategies