Understanding the Domain of Cross-National Buyer-Seller Interactions
Cross-national face-to-face selling has thus far received very little scholarly treatment in marketing literature. With few notable exceptions, most existing research in this area has been fragmentary and opportunistic. These problems are largely because of the lack of a broad, generalizable framewo...
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| Veröffentlicht in: | Journal of international business studies 1992-03, Vol.23 (1), p.101-132 |
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| container_end_page | 132 |
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| container_title | Journal of international business studies |
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| creator | Kale, Sudhir H. Barnes, John W. |
| description | Cross-national face-to-face selling has thus far received very little scholarly treatment in marketing literature. With few notable exceptions, most existing research in this area has been fragmentary and opportunistic. These problems are largely because of the lack of a broad, generalizable framework within which to conceptualize and execute research studies. In offering such a conceptual framework, this article looks at buyer-seller interactions from a communications perspective. |
| doi_str_mv | 10.1057/palgrave.jibs.8490261 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0047-2506 |
| ispartof | Journal of international business studies, 1992-03, Vol.23 (1), p.101-132 |
| issn | 0047-2506 1478-6990 |
| language | eng |
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| source | RePEc; JSTOR Archive Collection A-Z Listing; SpringerLink Journals - AutoHoldings |
| subjects | Business and Management Business Strategy/Leadership Business structures Communication Corporate culture Cross cultural Cross cultural studies Differences Dyadic relations Individualism International Business Management Marketing Multinational corporations National character studies National identity Negotiations Organization Organizational culture Personal selling Personality Personality psychology Psychological aspects Psychology Relations Sales personnel Social interaction Sociology |
| title | Understanding the Domain of Cross-National Buyer-Seller Interactions |
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