Skip to Main content Skip to Navigation
Journal articles

An Exploratory Investigation of the Impact of Culture on Sales Force Management Control Systems in Europe

Abstract : Globalization, Euro-driven transparency, and new sales territory- designs are among the numerous indications announcing sales force restructuring in Europe. When confronted by such issues, managers need to reassess the way they monitor, direct, evaluate, and compensate salespeople. Indeed, those sets of procedures may not be consistent across borders and send mixed signals to salespeople. In our exploratory research, we examine the role of culture on sales personnel governance structures. We test a related set of propositions on a sample of 166 European salespeople. Finally, we conclude by proposing potential guidelines for managers willing to expand their sales effort in Europe.
Document type :
Journal articles
Complete list of metadatas

https://hal-hec.archives-ouvertes.fr/hal-00538227
Contributor : Antoine Haldemann <>
Submitted on : Monday, November 22, 2010 - 10:10:05 AM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

Identifiers

  • HAL Id : hal-00538227, version 1

Collections

Citation

Dominique Rouzies, Anne Macquin. An Exploratory Investigation of the Impact of Culture on Sales Force Management Control Systems in Europe. Journal of Personal Selling and Sales Management, Taylor & Francis (Routledge), 2003, vol.23, n°1, pp. 61-72. ⟨hal-00538227⟩

Share

Metrics

Record views

209