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Full-Text Articles in Business
Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2b Setting: Conceptual Framework And Research Propositions, Rajshekhar G. Javalgi, Kenneth D. Hall, S. Tamer Cavusgil
Corporate Entrepreneurship, Customer-Oriented Selling, Absorptive Capacity, And International Sales Performance In The International B2b Setting: Conceptual Framework And Research Propositions, Rajshekhar G. Javalgi, Kenneth D. Hall, S. Tamer Cavusgil
Business Faculty Publications
In the international business-to-business (B2B) setting, a firm's salespeople often have more direct, prolonged, and intimate contact with the customer and market environments than any other employees of the firm. In fact, for customers in many B2B markets, the salesperson is the face of the firm. The sales function can be characterized as an inherently entrepreneurial activity. Entrepreneurship is founded on knowing or seeing something others do not see, and the sales force has long been recognized as an important source of knowledge about a firm's customers and environment. However, there has been relatively little work linking entrepreneurship to international …
Firm Resources And Host-Country Factors Impacting Internationalization Of Knowledge-Intensive Service Films, Rajshekar G. Javalgi, David A. Grossman
Firm Resources And Host-Country Factors Impacting Internationalization Of Knowledge-Intensive Service Films, Rajshekar G. Javalgi, David A. Grossman
Business Faculty Publications
In the era of the global economy, knowledge-based services are becoming important sectors of the service industry. Services offered by a university are knowledge-based services. Universities are in the service business, and they play a key role in creating and disseminating knowledge through teaching, research, and related services that cross domestic borders. The current research focuses on the internationalization of US MBA programs. The internationalization of US MBA programs refers to the delivery of knowledge-based services beyond the domestic borders. The main objective of our research is to examine the effect of an organization's (e.g., a US business school) resources …