{"id":"https://openalex.org/W2004234297","doi":"https://doi.org/10.1016/j.indmarman.2006.06.018","title":"Global sales training: In search of antecedent, mediating, and consequence variables","display_name":"Global sales training: In search of antecedent, mediating, and consequence variables","publication_year":2006,"publication_date":"2006-10-06","ids":{"openalex":"https://openalex.org/W2004234297","doi":"https://doi.org/10.1016/j.indmarman.2006.06.018","mag":"2004234297"},"language":"en","primary_location":{"id":"doi:10.1016/j.indmarman.2006.06.018","doi":"https://doi.org/10.1016/j.indmarman.2006.06.018","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2006.06.018","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5109861628","display_name":"Ashraf M. Attia","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I43742981","display_name":"State University of New York at Oswego","ror":"https://ror.org/01597g643","country_code":"US","type":"education","lineage":["https://openalex.org/I43742981"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Ashraf M. Attia","raw_affiliation_strings":["Marketing and Management Department, School of Business, State University of New York at Oswego, Oswego, NY 13126, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Marketing and Management Department, School of Business, State University of New York at Oswego, Oswego, NY 13126, USA","institution_ids":["https://openalex.org/I43742981"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5055079421","display_name":"Earl D. Honeycutt","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I170164250","display_name":"Elon University","ror":"https://ror.org/01szgyb91","country_code":"US","type":"education","lineage":["https://openalex.org/I170164250"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Earl D. Honeycutt","raw_affiliation_strings":["Love School of Business, Elon University, Elon, NC 27244, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Love School of Business, Elon University, Elon, NC 27244, USA","institution_ids":["https://openalex.org/I170164250"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5108608740","display_name":"M. Asri Jantan","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I159289790","display_name":"Savannah State University","ror":"https://ror.org/00mns7k70","country_code":"US","type":"education","lineage":["https://openalex.org/I159289790"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"M. Asri Jantan","raw_affiliation_strings":["College of Business Administration, Savannah State University, P.O. Box 20359, Savannah, GA 31404, USA"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business Administration, Savannah State University, P.O. Box 20359, Savannah, GA 31404, USA","institution_ids":["https://openalex.org/I159289790"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":3,"corresponding_author_ids":["https://openalex.org/A5109861628"],"corresponding_institution_ids":["https://openalex.org/I43742981"],"apc_list":{"value":3990,"currency":"USD","value_usd":3990},"apc_paid":null,"fwci":0.9883,"has_fulltext":false,"cited_by_count":16,"citation_normalized_percentile":{"value":0.81956957,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":96},"biblio":{"volume":"37","issue":"2","first_page":"181","last_page":"190"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.948199987411499,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11994","display_name":"Human Resource Development and Performance Evaluation","score":0.948199987411499,"subfield":{"id":"https://openalex.org/subfields/3202","display_name":"Applied Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12671","display_name":"Management and Marketing Education","score":0.015699999406933784,"subfield":{"id":"https://openalex.org/subfields/1405","display_name":"Management of Technology and Innovation"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T14031","display_name":"Global and Cross-Cultural Management","score":0.012600000016391277,"subfield":{"id":"https://openalex.org/subfields/3314","display_name":"Anthropology"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/sales-force-training","display_name":"sales force training","score":0.609000027179718},{"id":"https://openalex.org/keywords/cross-cultural-training","display_name":"intercultural training","score":0.7570000290870667},{"id":"https://openalex.org/keywords/training-needs-analysis","display_name":"training needs assessment","score":0.7480000257492065},{"id":"https://openalex.org/keywords/training-program-design","display_name":"training program design","score":0.8299999833106995},{"id":"https://openalex.org/keywords/training-evaluation","display_name":"training evaluation","score":0.8799999952316284},{"id":"https://openalex.org/keywords/organizational-culture","display_name":"organizational culture","score":0.7509999871253967},{"id":"https://openalex.org/keywords/perceived-importance","display_name":"perceived importance","score":0.492000013589859},{"id":"https://openalex.org/keywords/perceived-adequacy","display_name":"perceived adequacy","score":0.9729999899864197},{"id":"https://openalex.org/keywords/salesperson-performance","display_name":"salesperson performance","score":0.9549999833106995},{"id":"https://openalex.org/keywords/sales-revenue","display_name":"sales revenue","score":0.8349999785423279},{"id":"https://openalex.org/keywords/customer-complaints","display_name":"customer complaints","score":0.6629999876022339},{"id":"https://openalex.org/keywords/selling-expenses","display_name":"sales expenses","score":0.8889999985694885},{"id":"https://openalex.org/keywords/mediators","display_name":"mediators","score":0.6949999928474426}],"concepts":[{"id":"https://openalex.org/C2781256819","wikidata":"https://www.wikidata.org/wiki/Q16828835","display_name":"Antecedent (behavioral psychology)","level":2,"score":0.8308169841766357},{"id":"https://openalex.org/C195487862","wikidata":"https://www.wikidata.org/wiki/Q850210","display_name":"Revenue","level":2,"score":0.6644074320793152},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6416172981262207},{"id":"https://openalex.org/C2777211547","wikidata":"https://www.wikidata.org/wiki/Q17141490","display_name":"Training (meteorology)","level":2,"score":0.6329302787780762},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6302945613861084},{"id":"https://openalex.org/C129361004","wikidata":"https://www.wikidata.org/wiki/Q2470236","display_name":"Profitability index","level":2,"score":0.5788494944572449},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.5477449893951416},{"id":"https://openalex.org/C182365436","wikidata":"https://www.wikidata.org/wiki/Q50701","display_name":"Variable (mathematics)","level":2,"score":0.5414796471595764},{"id":"https://openalex.org/C27574286","wikidata":"https://www.wikidata.org/wiki/Q320723","display_name":"Variables","level":2,"score":0.4474605321884155},{"id":"https://openalex.org/C2779530757","wikidata":"https://www.wikidata.org/wiki/Q1207505","display_name":"Quality (philosophy)","level":2,"score":0.43314674496650696},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.21311238408088684},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.1659213900566101},{"id":"https://openalex.org/C10138342","wikidata":"https://www.wikidata.org/wiki/Q43015","display_name":"Finance","level":1,"score":0.08813163638114929},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C134306372","wikidata":"https://www.wikidata.org/wiki/Q7754","display_name":"Mathematical analysis","level":1,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C138496976","wikidata":"https://www.wikidata.org/wiki/Q175002","display_name":"Developmental psychology","level":1,"score":0.0},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C153294291","wikidata":"https://www.wikidata.org/wiki/Q25261","display_name":"Meteorology","level":1,"score":0.0},{"id":"https://openalex.org/C119857082","wikidata":"https://www.wikidata.org/wiki/Q2539","display_name":"Machine learning","level":1,"score":0.0},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1016/j.indmarman.2006.06.018","doi":"https://doi.org/10.1016/j.indmarman.2006.06.018","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.indmarman.2006.06.018","pdf_url":null,"source":{"id":"https://openalex.org/S31748134","display_name":"Industrial Marketing Management","issn_l":"0019-8501","issn":["0019-8501","1873-2062"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-3","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Industrial Marketing Management","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":69,"referenced_works":["https://openalex.org/W23650075","https://openalex.org/W65859265","https://openalex.org/W112442276","https://openalex.org/W114253558","https://openalex.org/W166891441","https://openalex.org/W219887408","https://openalex.org/W251610367","https://openalex.org/W284817329","https://openalex.org/W357502439","https://openalex.org/W628761974","https://openalex.org/W646819528","https://openalex.org/W1484020476","https://openalex.org/W1487605871","https://openalex.org/W1498183421","https://openalex.org/W1537936216","https://openalex.org/W1562006291","https://openalex.org/W1595382387","https://openalex.org/W1678444499","https://openalex.org/W1967726235","https://openalex.org/W1968932337","https://openalex.org/W1978311462","https://openalex.org/W1980200301","https://openalex.org/W1984452882","https://openalex.org/W1988897250","https://openalex.org/W1990513740","https://openalex.org/W1992367322","https://openalex.org/W2007789584","https://openalex.org/W2016240784","https://openalex.org/W2021443272","https://openalex.org/W2023774497","https://openalex.org/W2035972113","https://openalex.org/W2037688222","https://openalex.org/W2038744337","https://openalex.org/W2040236276","https://openalex.org/W2044243674","https://openalex.org/W2046825178","https://openalex.org/W2049066016","https://openalex.org/W2060158497","https://openalex.org/W2069738487","https://openalex.org/W2070644988","https://openalex.org/W2072847970","https://openalex.org/W2084664876","https://openalex.org/W2086214353","https://openalex.org/W2090303467","https://openalex.org/W2093776634","https://openalex.org/W2094699042","https://openalex.org/W2095427796","https://openalex.org/W2097249871","https://openalex.org/W2102168366","https://openalex.org/W2103492631","https://openalex.org/W2110142091","https://openalex.org/W2134448225","https://openalex.org/W2135098463","https://openalex.org/W2146410840","https://openalex.org/W2152096576","https://openalex.org/W2160298383","https://openalex.org/W2187130594","https://openalex.org/W2312492782","https://openalex.org/W2312507558","https://openalex.org/W2313740117","https://openalex.org/W2316966198","https://openalex.org/W2344406253","https://openalex.org/W2396630599","https://openalex.org/W2414511594","https://openalex.org/W2472136886","https://openalex.org/W2491272060","https://openalex.org/W2560917859","https://openalex.org/W3159443165","https://openalex.org/W3216084420"],"related_works":["https://openalex.org/W251610367","https://openalex.org/W2052825815","https://openalex.org/W1982375521","https://openalex.org/W170567200","https://openalex.org/W1984452882","https://openalex.org/W4306321916","https://openalex.org/W3125532401","https://openalex.org/W2345796472","https://openalex.org/W1678444499","https://openalex.org/W2403032063"],"abstract_inverted_index":null,"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2020,"cited_by_count":1},{"year":2018,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2015,"cited_by_count":2},{"year":2014,"cited_by_count":2},{"year":2012,"cited_by_count":1}],"updated_date":"2026-10-16T09:59:22.235173","created_date":"2016-06-24T00:00:00"}
