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Full-Text Articles in Business
Electric Power Transmission And Distribution Equipment, David A, Petina, Michael Murphy, Andrew C. Gross
Electric Power Transmission And Distribution Equipment, David A, Petina, Michael Murphy, Andrew C. Gross
Business Faculty Publications
The U.S. electrical grid must be upgraded, and there is a strong debate about the characteristics of the next-generation electrical network. However, slow growth of electricity usage, among other factors, means that the demand for transmission and distribution (T&D) equipment is growing slowly also. Within the T&D equipment sector, switchgear and transformers are still the dominant segments, but sales of meters are growing rapidly in response to increased demands for security, safety, and connectivity. Six firms hold about 40 percent of the T&D equipment market share, selling to electric utilities, nonutility industrial firms, commercial firms, and residential customers. Foreign trade …
Qualitative Methods In International Sales Research: Cross-Cultural Considerations, Rajshekar G. Javalgi, Elad Granot, Thomas G. Brashear Alejandro
Qualitative Methods In International Sales Research: Cross-Cultural Considerations, Rajshekar G. Javalgi, Elad Granot, Thomas G. Brashear Alejandro
Business Faculty Publications
As the global marketplace continues to change owing to the proliferation of global brands, changing international trade policies, and the rise of consolidated buyer power, the need for cross-cultural sales research continues to increase. International sales research differs from its domestic counterparts because its application to a multitude of cultural environments where comparable, relevant data are oftentimes nonexistent. In a similar vein, the roles, activities, and approaches to sales may vary across markets, which injects bias and confounds the results. Because of this complexity, conducting international sales research requires flexibility and creativity on the part of the researcher. The complexity …