Networking for sales success in overseas government markets

Felix Abeson (Department of Management Science and Economics, Coppin State University, Baltimore, Maryland, USA)
Michael A. Taku (Division of Business and Administration, Talladega College, Talladega, Alabama, USA)

Competitiveness Review

ISSN: 1059-5422

Publication date: 1 September 2007

Abstract

Purpose

The purpose of this paper is to examine the relationship between sales networks and effectiveness in overseas government markets with a focus on overseas home‐country officials, and local key government officials.

Design/methodology/approach

A random sample of American firms and their affiliates that have engaged or are engaged in project contracting with African governments was surveyed to collect data for the study using a mail survey.

Findings

Connectedness to home‐country overseas actors is positively associated with network connections involving key government officials. This local network connection, in turn, has a positive effect on sales effectiveness.

Research limitations/implications

The study is limited to bidding on projects and selling to government agencies in the African context. More research focusing on different industries and markets are needed to increase knowledge regarding the effect of network connections on international sales effectiveness.

Practical implications

The practical implications of this study include the need for international sales managers to engage in networking involving their home‐country official overseas as well as local government officials. Therefore, exporting advocacy is important. Also, the education and training of international sales people should emphasize the concept of sales network.

Originality/value

The study extends understanding regarding the network approach to international sales in government markets.

Keywords

Citation

Abeson, F. and Taku, M. (2007), "Networking for sales success in overseas government markets", Competitiveness Review, Vol. 17 No. 3, pp. 162-169. https://doi.org/10.1108/10595420710833561

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Publisher

:

Emerald Group Publishing Limited

Copyright © 2007, Emerald Group Publishing Limited

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