search query: @freeterm PERSONAL SELLING / total: 2
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| Author: | Macquin, A. Rouziès, D. Prime, N. |
| Title: | The influence of culture on personal selling interactions |
| Journal: | Journal of Euromarketing
2000 : VOL. 9:4, p. 71-88 |
| Index terms: | CULTURE GLOBALIZATION MARKETING |
| Freeterms: | PERSONAL SELLING |
| Language: | eng |
| Abstract: | Changing economic conditions drive firms to identify those activities that can be conducted with a global perspective, leaving other activities, such as personal selling, to local decision makers. The objective of this paper is to identify which aspects of personal selling interactions are influenced by culture and to propose a conceptual framework explaining the relationships between cultural factors and the selling process. |
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