Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach-Reference-Cited by-同舟云学术

Understanding cross-cultural sales manager–salesperson relationships in the Asia-Pacific Rim region: a grounded theory approach

Published:2019-05-01 Issue:4 Volume:39 Page:334-351
ISSN:0885-3134
Container-title:Journal of Personal Selling & Sales Management
language:en
Short-container-title:Journal of Personal Selling & Sales Management

Author:

Deeter-Schmelz Dawn R.¹,Lauer Timothy P.²,Rudd John M.³

Affiliation:

1. Relational Selling & Marketing, National Strategic Selling Institute, Kansas State University, 1301 Lover’s Lane, BB2127, Manhattan, Kansas, 66506, USA;

2. Industry, Kansas State University (Global Campus), Taipei, Taiwan;

3. Marketing and Head of Marketing Group, Warwick Business School, The University of Warwick, Room 3.208, Coventry CV47AL, UK

Publisher

Informa UK Limited

Subject

Management of Technology and Innovation,Human Factors and Ergonomics

Link

https://www.tandfonline.com/doi/pdf/10.1080/08853134.2019.1595635

Reference74 articles.

1. Determinants of Continuity in Conventional Industrial Channel Dyads

2. When Does Trust Matter? Antecedents and Contingent Effects of Supervisee Trust on Performance in Selling New Products in China and the United States

3. Consequences of sales management control in field sales organizations: a cross-national perspective

4. International Selling and Sales Management: Sales Force Research beyond Geographic Boundaries

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