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Journal of Personal Selling & Sales Management Volume 39, 2019 - Issue 4: Fostering International Collaboration in Sales Research
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Articles

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

Dawn R. Deeter-SchmelzRelational Selling & Marketing, National Strategic Selling Institute, Kansas State University, 1301 Lover’s Lane, BB2127, Manhattan, Kansas, 66506, USA; Correspondence[email protected]
,
Timothy P. LauerIndustry, Kansas State University (Global Campus), Taipei, Taiwan;
&
John M. RuddMarketing and Head of Marketing Group, Warwick Business School, The University of Warwick, Room 3.208, CoventryCV47AL, UK
Pages 334-351 | Received 01 Aug 2018, Accepted 11 Mar 2019, Published online: 01 May 2019

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Brian N. Rutherford, Martha Troncoza, Scott C. Ambrose, Nwamaka Anaza & Ryan Matthews. (2023) One does not fit all: what is in a salesperson sample?. Journal of Personal Selling & Sales Management 43:4, pages 354-367.
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Brian N. Rutherford, Ryan L. Matthews, Lucy M. Matthews & Diane R. Edmonson. International sales interactions in a post-disruptive environment. Journal of Personal Selling & Sales Management 0:0, pages 1-9.
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Cara Peters & Stephanie Lawson Brooks. (2023) Consumer perspectives on cultural appropriation in fashion: the headdress ban at the Osheaga Music and Arts Festival. Journal of Fashion Marketing and Management: An International Journal 27:3, pages 436-451.
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Nayan Kadam, Barbara Niersbach & Bjoern Sven Ivens. (2022) The cultural factors in global account management: the case of Indian buyers and German suppliers. Journal of Business & Industrial Marketing 38:2, pages 353-366.
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Nasrin Razi, Asghar Moshabaki, Hamid Khodadad Hosseini & Asadollah Kordnaeij. (2021) A model for B2B salesperson performance with service ecosystems perspective: a grounded theory. Journal of Business & Industrial Marketing 37:6, pages 1314-1337.
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Nawar N. Chaker, Edward L. Nowlin, Doug Walker & Nwamaka A. Anaza. (2021) Alone on an island: A mixed-methods investigation of salesperson social isolation in general and in times of a pandemic. Industrial Marketing Management 96, pages 268-286.
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