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Considers how non‐Thais can negotiate successfully withe business and government executives in Thailand. Gives an overview of Thailand’s geography, climate, population, religion and business practice. Discusses important aspects of the social‐cultural environment that have a significant effect on the way Thai’s negotiate. Includes further tips regarding body language, entertainment protocol, how to dress, and favourite negotiating tactics by buyers and sellers. Provides conclusions and directions for further research.

The purpose of this paper is to appraise methodological rigor in the application of discriminant analysis (DA) in export-focused research and to offer guidelines for future studies.

The sample includes 89 empirical peer-reviewed studies, comprising 102 models published over the period 1979-2014. Content analysis and vote counting are used to evaluate each of these studies.

This review highlights major flaws in the application of DA in export research. The shortcomings are self-evident particularly concerning suitability of DA for research context, completeness in the reporting of descriptive results, and validity and reliability of predictive results.

The study takes the position that the lack of methodological rigor may be undermining the eminence of knowledge in exporting, and this has extensive implications for both researchers and practitioners.

This review outlines steps to assess methodological rigor associated with DA and offers guidelines for scholars seeking to enhance rigor in future research.

This study aims to examine salespeople’s perspectives on the value of corporate heritage to relationship selling and the issue of trust in personal selling situations in the context of emerging markets.

An interpretive approach was adopted, and 16 semi-structured interviews were conducted with senior salespeople in heritage institutions operating in Jordan.

This study reveals that corporate heritage is a valuable organizational resource for relationship selling. Reflecting the values of “trust” and “affinity,” corporate heritage confers trust to salespeople and their products in personal selling situations. Sales managers are advised to use corporate heritage to strengthen sales activities and empower salespeople.

While previous research has explained the significance of corporate heritage to relationship marketing, the significance of corporate heritage to relationship selling and the issue of trust in personal selling situations remain unexplored. Jordan represents a context that has been largely neglected despite being typical of the corporate heritage phenomenon.

With the development of the economy, Chinese consumers increasingly seek and emphasise hedonic value over utility value when shopping. The purpose of this paper is to examine the relationship between shopping and consumers’ subjective well-being (SWB), the mediation effect of interpersonal relationship satisfaction and the moderation effects of tradition-directedness and trust in strangers on this relationship.

This research includes two studies. Study 1 tested hypotheses regarding the effects of general shopping behaviours based on data from the 2012 Survey of the Chinese General Social Survey (n=5,210). Study 2 tested hypotheses regarding the effects of mall shopping based on a questionnaire survey conducted in 2016 (n=251).

Results showed that shopping promoted SWB and interpersonal relationship satisfaction mediated this correlation. Findings also revealed that both the direct effect of mall shopping on SWB and the indirect effect through interpersonal relationship satisfaction were contingent on the level of tradition-directedness; the direct effect was significant only at a low level of tradition-directedness. Trust in strangers moderated the effect of mall shopping on interpersonal relationship satisfaction.

The economy and society in China are changing tremendously, affecting consumers’ values and behaviour. This study highlights one aspect of this change, provides a framework for the exploration of the relationship between shopping and SWB and extends a new understanding of how Chinese consumers’ behaviours and lifestyles are associated.

Enhancing consumer engagement in e-commerce live streaming is critical for e-commerce operators to build relationships and create consumer loyalty. Using the stimulus–organism–response model and theories from relationship marketing, the authors develop and test an integrative conceptual framework that combines various relational bonds, affective commitment, and consumer engagement.

Using 327 valid responses from consumers of Taobao Live, the authors employed the software Mplus7.0 to evaluate the measurement model and the structural model.

The results empirically demonstrate that social and structural bonds positively affect consumer engagement directly and indirectly via affective commitment, while financial bonds have only an indirect effect via affective commitment on consumer engagement.

The findings provide useful insights for e-commerce operators, who should invest in establishing relational bonds and stimulating affective commitment to improve consumer engagement.

This study adds to e-commerce research by being one of the first empirical studies on e-commerce live streaming, extends the marketing literature by integrating different relational bonds as antecedents of consumer engagement from the relational perspective, and enriches the affective commitment literature by distinguishing commitment to the online marketplace from commitment to the broadcaster.

The purpose of this paper is to examine the role of green self-identity, green peer influence, service and product quality of organic food retailers on Indian consumers’ perceived trust and transaction risk.

The sample consisted of consumers purchasing organic food products from organic food retailers. A mix of judgemental and convenience sampling was used.

Green peer influence, perceived organic food quality and service quality had a positive influence on perceived trust towards organic food retailer. Green self-identity had a negative influence on perceived transaction risk, and green peer influence had a positive effect on perceived transaction risk.

The findings can be used by organic food retailers to increase trust by improving organic food brands and service quality at the stores. The organic food market is in nascent stage and consumers’ trust towards organic food retailers is crucial in improving intention to purchase organic food. Peer influence should be used in cultivating trust towards products sold by organic food retailers.

The study adds to existing research by analysing the role of green self-identity, peer influence, organic food and service quality on perceived trust and transaction risk. The results can be used by retailers for marketing organic food brands.

The significance of the search for sales organization effectiveness is underlined by the major costs represented by the field salesforce for many organizations, and it is heightened by the pressures of global competition and new challenges to develop long‐term customer relationships as the foundation for competitive and sustainable marketing strategies. A study of sales management in British companies adds to an emerging research stream by identifying certain characteristics of superior performance and effectiveness in the business‐to‐business sales organization. We find that conventional measures of salesforce size, call‐rates, costs and productivity reveal relatively little about the differences between more effective and less effective sales organizations and may be dangerously misleading. The hallmarks of effective sales organizations we found to be: balanced compensation strategy; successful salesperson characteristics, in terms of motivation, customer orientation, team orientation, and sales support orientation; high performance in the drivers of sales effectiveness, i.e. sales presentation, technical knowledge, but most particularly adaptiveness, teamwork, sales planning, and sales support; the use of behaviour‐based control approaches involving effective monitoring, directing, evaluating and rewarding activities by sales managers; and, sound organizational structures. The research findings contribute benchmarks to a powerful management agenda to be addressed by executives in pursuing sales organization effectiveness.

The purpose of this paper is to examine the antecedents and consequences of trust in online shopping from an e-tail branding perspective.

A structured questionnaire was used to collect data online from Indian e-tail shoppers (n=309). A structural equation modelling (CB-SEM approach) was used to analyse the data.

The results found e-tailer awareness, e-tailer associations, and e-tailer perceived quality as antecedents of trust in online shopping. The results also showed online trust positively influences the behavioural intentions, namely, purchase intention, repurchase, and recommendation.

This study examines the applicability and branding and brand management principles in an e-tail branding context. Theoretical and managerial implications of these results are further discussed.