University of Twente Student Theses


International sales performance management within start-ups: towards a holistic framework

Heijs, S.F. (2016) International sales performance management within start-ups: towards a holistic framework.

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Abstract:In the globalising world start-ups often seek international growth from their establishment. However they often lack experience when it comes to sending salesman abroad. The author tried to offer a helping hand to start-ups that encounter this problem by reporting the insights obtained from a systematic literature research and semi-structured interviews and by developing an initial international sales performance management (ISPM) framework with a focus on start-ups. The framework consists of six pillars (Personal growth, goal setting, compensation plan, appreciation, empowerment and expatriate adjustment) and three mediating factors (Job engagement, motivation and job satisfaction). A checklist with all the recommended practices for start-ups is developed. This checklist can be used by start- ups to see whether their international sales performance management is in line with the existing theory. Additionally it is discussed how international sales performance should be measured and a list of metrics that measure performance is identified. All the theory is applied to the start-up SciSports, which resulted in an action plan for improvements of their international sales performance.
Item Type:Essay (Bachelor)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:International Business Administration BSc (50952)
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