Cultural Impact on European Staffing Decisions in Sales Management

Topics:
Human Capital,
Sales Force Design
Tags:
Human Resource Management (HRM),
Sales,
Sales Force Management,
Sales Strategy,
University Of Florida
Source:
University of Florida

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Overview: 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 internationalization context through a comparative study involving six European countries. Results show decision-makers regional culture has a strong effect on the choice of candidates. Furthermore, this study attempts to identify key sales personnel characteristics for international staffing policies.

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Format: PDF | Size: 185KB | Date: Jun 2002 | Pages: 43

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