search query: @indexterm Salespeople / total: 142
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| Author: | Rouzies, D. Segalla, M. Weitz, B. A. |
| Title: | Cultural impact on European staffing decisions in sales management |
| Journal: | International Journal of Research in Marketing
2003 : MAR, VOL. 20:1, p. 67-86 |
| Index terms: | SALESPEOPLE MANAGEMENT STAFFING HUMAN RESOURCE MANAGEMENT CULTURE |
| Language: | eng |
| Abstract: | Fewer trade barriers, the influence of standardized American human resource management (HRM here after) practices, and the implementation of the Euro in Europe are stimulating firms to organize their sales forces into territories that are not constrained by national boundaries. This paper tests propositions derived from the sales and human resource management literature about the adoption of sales personnel recruitment and promotion policies in an international context through a comparative study of managers in six European countries. The results indicate that the regional culture of decision-makers has a strong effect on their choice of recruitment and promotion candidates. This study attempts to identify key sales personnel characteristics for international staffing policies. |
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