IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v42y1998i1p87-101.html
   My bibliography  Save this article

Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity

Author

Listed:
  • Harich, Katrin R.
  • LaBahn, Douglas W.

Abstract

No abstract is available for this item.

Suggested Citation

  • Harich, Katrin R. & LaBahn, Douglas W., 1998. "Enhancing International Business Relationships: A Focus on Customer Perceptions of Salesperson Role Performance Including Cultural Sensitivity," Journal of Business Research, Elsevier, vol. 42(1), pages 87-101, May.
    • Handle: RePEc:eee:jbrese:v:42:y:1998:i:1:p:87-101
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(97)00100-8
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Sanjeev Agarwal, 1993. "Influence of Formalization on Role Stress, Organizational Commitment, and Work Alienation of Salespersons: A Cross-National Comparative Study," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 24(4), pages 715-739, December.
    2. Gatignon, Hubert & Robertson, Thomas S, 1985. "A Propositional Inventory for New Diffusion Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(4), pages 849-867, March.
    3. Sudhir H Kale & John W Barnes, 1992. "Understanding the Domain of Cross-National Buyer-Seller Interactions," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(1), pages 101-132, March.
    4. Kassarjian, Harold H, 1977. "Content Analysis in Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 4(1), pages 8-18, June.
    5. John L. Graham & Alma T. Mintu & Waymond Rodgers, 1994. "Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States," Management Science, INFORMS, vol. 40(1), pages 72-95, January.
    6. June N P Francis, 1991. "When in Rome? The Effects of Cultural Adaptation on Intercultural Business Negotiations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 22(3), pages 403-428, September.
    7. Mohr, Lois A. & Bitner, Mary Jo, 1995. "The role of employee effort in satisfaction with service transactions," Journal of Business Research, Elsevier, vol. 32(3), pages 239-252, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. François Maon & Adam Lindgreen, 2015. "Reclaiming the Child Left Behind: The Case for Corporate Cultural Responsibility," Journal of Business Ethics, Springer, vol. 130(4), pages 755-766, September.
    2. Phan, Michel C. T. & Styles, Chris W. & Patterson, Paul G., 2005. "Relational competency's role in Southeast Asia business partnerships," Journal of Business Research, Elsevier, vol. 58(2), pages 173-184, February.
    3. Bloemer, Josée & Pluymaekers, Mark & Odekerken, Armand, 2013. "Trust and affective commitment as energizing forces for export performance," International Business Review, Elsevier, vol. 22(2), pages 363-380.
    4. Itani, Omar S. & Goad, Emily A. & Jaramillo, Fernando, 2019. "Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?," Journal of Business Research, Elsevier, vol. 102(C), pages 120-130.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Lee, Kyootai & Khan, Shaji & Mirchandani, Dinesh, 2013. "Hierarchical effects of product attributes on actualized innovativeness in the context of high-tech products," Journal of Business Research, Elsevier, vol. 66(12), pages 2634-2641.
    2. Swee Hoon Ang & Teo, Georgina, 1997. "Effects of time processing orientation, agreement preferences and attitude towards foreign businessmen on negotiation adaptation," International Business Review, Elsevier, vol. 6(6), pages 625-640, December.
    3. Morris, Michael W. & Fu, Ho-Ying, 2000. "How Does Culture Influence Conflict Resolution? A Dynamic Constructive Analysis," Research Papers 1649, Stanford University, Graduate School of Business.
    4. Daly, Bonita A. & Schuler, Drue K., 1998. "Redefining a certified public accounting firm," Accounting, Organizations and Society, Elsevier, vol. 23(5-6), pages 549-567.
    5. Sirieix, Lucie & Lála, Jan & Kocmanová, Klára, 2017. "Understanding the antecedents of consumers' attitudes towards doggy bags in restaurants: Concern about food waste, culture, norms and emotions," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 153-158.
    6. Chiara Mauri & Angelo Di Gregorio & Alice Mazzucchelli & Isabella Maggioni, 2017. "The employability of marketing graduates in the era of digitalisation and globalisation," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2017(4), pages 103-124.
    7. Smith, Andrew N. & Fischer, Eileen & Yongjian, Chen, 2012. "How Does Brand-related User-generated Content Differ across YouTube, Facebook, and Twitter?," Journal of Interactive Marketing, Elsevier, vol. 26(2), pages 102-113.
    8. Anita Gärling & John Thøgersen, 2001. "Marketing of electric vehicles," Business Strategy and the Environment, Wiley Blackwell, vol. 10(1), pages 53-65, January.
    9. Taran Loper & Victoria L. Crittenden, 2017. "Energy Security: Shaping The Consumer Decision Making Process In Emerging Economies," Organizations and Markets in Emerging Economies, Faculty of Economics, Vilnius University, vol. 8(1).
    10. Sebastian Molinillo & Francisco Rejón-Guardia & Rafael Anaya-Sánchez, 2023. "Exploring the antecedents of customers’ willingness to use service robots in restaurants," Service Business, Springer;Pan-Pacific Business Association, vol. 17(1), pages 167-193, March.
    11. Wenyao Zhang & Qingpu Zhang, 2017. "Exploring Antecedent Difference between Early and Late Adopters of Disruptive Innovation in E-business Microcredit Context: Evidence from China," International Journal of Innovation and Technology Management (IJITM), World Scientific Publishing Co. Pte. Ltd., vol. 14(06), pages 1-29, December.
    12. Brady, Michael K. & Robertson, Christopher J. & Cronin, J. Joseph, 2001. "Managing behavioral intentions in diverse cultural environments: an investigation of service quality, service value, and satisfaction for American and Ecuadorian fast-food customers," Journal of International Management, Elsevier, vol. 7(2), pages 129-149.
    13. Deepa Chandrasekaran & Gerard J. Tellis, 2008. "Global Takeoff of New Products: Culture, Wealth, or Vanishing Differences?," Marketing Science, INFORMS, vol. 27(5), pages 844-860, 09-10.
    14. Aurélie Ringeval-Deluze & Louis César Ndione, 2021. "Meaning of packaging and innovation dynamics in a traditional luxury sector: the example of growers’ champagne [Signification des packagings et dynamiques d’innovation dans un secteur de luxe tradi," Post-Print hal-03266127, HAL.
    15. Ki, Chung-Wha (Chloe) & Cuevas, Leslie M. & Chong, Sze Man & Lim, Heejin, 2020. "Influencer marketing: Social media influencers as human brands attaching to followers and yielding positive marketing results by fulfilling needs," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    16. Rana Essam Shazly & Abeer A. Mahrous, 2020. "Capture the hearts to win the minds: cause-related marketing in Egypt," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 17(3), pages 255-276, September.
    17. Dahlgrün, Philipp W. & Bausch, Andreas, 2019. "How Opportunistic Culture Affects Financial Performance in Outsourcing Relationships: A Meta-Analysis," Journal of International Management, Elsevier, vol. 25(1), pages 81-100.
    18. Martin Berner & Jino Augustine & Alexander Maedche, 2016. "The Impact of Process Visibility on Process Performance," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 58(1), pages 31-42, February.
    19. Wenxin & W. & Bentum-Micah & G. & Zhiqiang & M. & Bing & L. & Asabea Addo & A. & Boadi & B.E. & Atuahene & A.S. & Bondzie-Micah & V., 2020. "The Influence of Encounter Service Quality on Patient Satisfaction: An Empirical Study in Chinese Public Hospitals," International Journal of Economics & Business Administration (IJEBA), International Journal of Economics & Business Administration (IJEBA), vol. 0(3), pages 461-477.
    20. Saurabh Mishra & Sachin Modi, 2013. "Positive and Negative Corporate Social Responsibility, Financial Leverage, and Idiosyncratic Risk," Journal of Business Ethics, Springer, vol. 117(2), pages 431-448, October.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:42:y:1998:i:1:p:87-101. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.