A sales mix model for effective industrial selling

Cross‐cultural Business Gift Giving

“…Although it explicitly allows facilitating payments to persuade foreign officials to perform their normal duties, the guidelines on business gift giving are not well specified. In a broad sense, FCPA only requires companies to keep a reasonably fair and accurate record of transactions (Coppett and Staples, 1990). In other low context countries, the laws applying to business gift giving are also well laid out.…”

“…On the other hand, many high context countries view gifts, payoffs and even bribes as merely a cost of business (Coppett and Staples, 1990). In some Middle Eastern and Far Eastern countries, such payments are legal (Laczniak and Murphy, 1985).…”

“…Firms based in various countries often come up with their own policies on what is and is not acceptable behaviour with regard to business gift giving. Written codes are effective in communicating the importance of a policy, as they focus both management and employee attention on ethical issues, and they give a clear reason for employees to act in a certain way and identify penalties for violators (Coppett and Staples, 1990). Gift‐giving policies, in particular, are designed to prevent conflicts of interest, to avoid compromising the company and to protect employee integrity (Yager, 1991).…”

Perceptions and Attitudes of Salespeople towards the Overall Sales Job and the Work Itself

“…Review of the literature has led to the conclusion that knowledge of the expected behaviour of salespeople, pertaining specifically to their work, is an essential requirement to a selling organization and has an impact on various facets of the overall job [20][21][22][23]. In order to examine different relationships that are central to that knowledge, the following sales-related characteristics were empirically tested: q negotiating with customers; q being sociable; q adjusting to different role requirements; q having risk associated with performance; q receiving salary only; q receiving commission only; q receiving salary and commission; and q spending considerable time working away from an office.…”