کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1028362 942293 2008 10 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Global sales training: In search of antecedent, mediating, and consequence variables
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Global sales training: In search of antecedent, mediating, and consequence variables
چکیده انگلیسی

This study proposes a framework that identifies and explains the relationships of input, mediating, and output variables for global sales training programs. Input or antecedent variables include high-quality: determination of sales training needs, objective setting, designing/implementing the training program, and evaluating training outcomes. The mediating variable culture is measured by a latent indicator: managers' perceived importance/perceived adequacy. The output or consequence variable is the quantitative improvement a firm measures in sales force performance that results from global sales training in the form of increases in sales revenue, profitability, decreased customer complaints, and/or reduced selling expenses. This framework is an initial attempt to synthesize existing knowledge about how to conduct effective sales training programs in cross-cultural settings. The article also offers research propositions that can be tested to advance our understanding of global sales training, discusses managerial implications, identifies limitations encountered by global sales training practitioners, and suggests future study opportunities for researchers.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 37, Issue 2, April 2008, Pages 181–190
نویسندگان
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