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The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.

In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis.

The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance.

This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.

To examine the antecedents of consumer ethnocentrism, specifically with respect to Turkish consumers' attitudes to products originating in Europe.

Antecedents identified from the literature are allocated to one of three main constructs: xenophobia, negative attitudes towards foreigners (not the same phenomenon, it is argued) and conservatism. A web‐based questionnaire is developed, tested and successfully administered to a national sample of 540 individuals with e‐mail accounts. Consumer ethnocentrism is measured by the well‐tested CETSCALE. Results are analyzed by structural equation modelling, a path diagram generated and six hypotheses tested.

All but one of the hypotheses were accepted. Xenophobia is found to have the greatest influence consumer ethnocentrism among Turkish consumers, and is also a leading factor in the interactions among the antecedents. Conservatism is the second‐most influential element of the model.

Other antecedents might have been identified and added to the conceptual framework. The timeframe of data collection was very specific. The large sample size and its apparent representativeness encourage confident generalisation of the findings, though the concept of “Europe” could usefully be refined to specific countries in future studies.

International marketers now have clear evidence that xenophobia and conservatism are important antecedents of consumer ethnocentrism, and should plan their intelligence gathering and campaign strategy accordingly.

This study both supports and adds to the existing literature. The findings clearly impinge on the somewhat separate literature of country‐of‐origin effects and branding.

The purpose of this paper is to investigate the influence of micro‐environmental international entrepreneurship and the macro‐environmental market forces on domestic institutionalization of the industrial sector. In doing so, the paper examines the moderating effect of the degree of internationalization on the relationship between domestic market forces and domestic sectoral institutionalization.

Based upon the creation of the item pools “domestic sectoral institutionalization”, “market forces” and “degree of internationalization” derived from previous research, an applied Delphi technique and a representative sample of 149 exporters in Turkey, a survey using a web‐based questionnaire was conducted. All scales were designed and a number of hypotheses were validated. Results were analyzed by the principal components of factor analysis, confirmatory factor analysis and moderated hierarchical regression.

The empirical analysis resulted in an interaction effect of two sub‐elements of the market forces (trust and organization) and internationalization. The findings imply that internationalization can make an important contribution to the institutionalization of the domestic industrial sector. The paper confirms the findings of previous research on the significant importance of trust for institutionalization. Summarizing, it was found that internationalization significantly and positively moderates the effect of trust on institutionalization. Interestingly, however, internationalization negatively moderates the effect of organization on institutionalization implying that the learning process and experiences created by internationalization cause a higher level of structural adaptation.

This paper innovatively sheds light upon the interrelationship between macro environmental market forces, internationalization of entrepreneurship and domestic institutionalization. In doing so, it relates various disciplines, as national and international entrepreneurial behavior, with sociological aspects such as institutionalization for the sake of achieving important macro economic objectives, especially for countries in transition. The comprehensive, reliable and valid research methodology can be applied when researching this topic with important economic implications for transitional economies in other research settings.

The main purpose of this study was to investigate what leads consumers to ethnocentrism and the effects of their ethnocentrism on attitudes toward country of origin (CO), and subsequently on purchase intentions (PI). The other objective was to study the knowledge and product preferences of different age‐cohort's, about CO of high and low technology products.

Results are derived from primary data collected from a consumer sample in India. Data analysis was done using SPSS and AMOS.

The Indians, who are found to be ethnocentric, are also willing to purchase products from other countries. Indian consumers showed preferences for products from the USA and Japan over China and the UK. Additionally, from the result of age‐cohort analysis, age was found to have a significant effect on the attitude toward CO and product preference.

Consumers were asked to evaluate the attributes of foreign‐origin products without reference to a specific product group and this could be one of the limitations of the study.

These findings provide useful insights to the marketer about the impact of CE on attitude towards CO and cohort's preference for CO of different products. Such information will help the marketer to devise suitable strategies. The paper contributes to research on CE by confirming some of the earlier results with a consumer sample from India.

This paper both supports and contributes to the existing literature by studying CE and CO on a diverse range of product categories, using an age‐cohort analysis.