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2013 | nr 150 La société de l'information : perspective européenne et globale : la société de l'information et ses enjeux pour les entreprises | 120--132
Tytuł artykułu

Internationalisation des PME et orientation clients: les enjeux d'internet

Treść / Zawartość
Warianty tytułu
Języki publikacji
FR
Abstrakty
Twórcy
  • Université de Grenoble, France
  • Université Montpellier III - Paul Valery, France
Bibliografia
  • Cross M., Brashear T., Rigdon E., Bellenger D.: Customer Orientation and Salesperson Performance. "European Journal of Marketing" 2007, 41.
  • Guenzi P., De Luca L., Troilo G.: Organizational Drivers of Salespeople's Customer. Orientation and Selling Orientation. "Journal of Personal Selling and Sales Management" 2011, Vol. XXXI, No. 3.
  • Hagen B., Zuchella A.: A Longitudinal Look at the International Entrepreneurship Dimensions: Cases and Predictions. "International Journal of Management Cases" 2011.
  • Henderson J.C., Venkatraman N.: Strategic Aligment: Leveraging Information Technology for Transforming Organizations. "IBM system Journal" 1993, Vol. 32, n°1.
  • Homburg C., Müller M., Klarmann M.: When Does Salespeople's Customer Orientation Lead to Customer Loyalty? The Differential Effects of Relational and Functional Customer Orientation. "Journal of the Academic. Marketing Science" 2010, Vol. 39.
  • Homburg C., Müller M., Klarmann M.: When Should the Customer Really be King? On the Optimum Level of Salesperson Customer Orientation in Sales Encounters. "Journal of Marketing" 2011, Vol. 75.
  • Johanson J., Vahlne J.E.: The Internationalization Process of the Firm. "Journal of International Business Studies" 1977, n° 8.
  • Kobrin S.J.: Terrioritality and the Governance of Cyberspace. "Journal of International Business Studies" 2001, n°32-4.
  • Kohli A., Jaworski B.: Market Orientation: The Construct, Research Propositions, and Managerial Implications. "Journal of Marketing" 1990, 54.
  • Kumar V., Jones E.,Venkatesan E., Leone R.: Is Market Orientation a Aource of Sustainable Competitive Advantage or Simply the Cost of Competing? "Journal of Marketing" 2011, Vol. 75.
  • Mathews J.A., Zander I.: The International Entrepreneurial Dynamics of Accelerated Internationalisation. "Journal of International Business Studies" 2007, n° 38.
  • Métais E.: Stratégie et ressources de l'entreprise. Economica, Paris 2004.
  • Oviatt B., McDougall P.: Toward a Theory of International New Ventures. "Journal of International Business Studies" 1994, n° 25-1.
  • Rangone A.: A Resource-Based Approach to Strategy Analysis in Small-Medium Sized Enterprises. "Small Business Economics" 1999, 12, 3.
  • Rumelt R.P.: How much does industry matter? "Strategic Management Journal" 1991, n° 12-3.
  • Saxe R., Weitz B.: The SOCO Scale: A Measure of the Customer Orientation of Salespeople. "Journal of Marketing Research" August 1982, 19.
  • Zablah A., Franke G., Brown T., Bartholomew E.: How and When does Customer Orientation Influence Frontline Employee Job Outcomes? A Meta-Analytic Evaluation. "Journal of Marketing" 2012, 21, Vol. 76.
Typ dokumentu
Bibliografia
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Identyfikator YADDA
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