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| Tekijä: | Guy, B. Patton, W. |
| Otsikko: | Managing the effects of culture shock and sojourner adjustment on the expatriate industrial sales force |
| Lehti: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 385-393 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT SALES |
| Kieli: | eng |
| Tiivistelmä: | This study reviews the considerations involved in employing an expatriate industrial sales force and then explores the nature of culture shock and sojourner adjustment in terms of their impact on expatriate sales performance and turnover. Managerial actions for enhancing expatriate performance and reducing turnover are suggested. As the turn of the millenium approaches, a growing number of U.S. companies are now "going global". As this trend continues, ever more industrial marketers are going well beyond simply getting involved in exporting activity and instead are establishing their own presences in foreign markets through joint ventures. |
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