Cultural Impact on European Staffing Policies in Sales Management - Archive ouverte HAL Access content directly
Journal Articles International Journal of Research in Marketing Year : 2003

Cultural Impact on European Staffing Policies in Sales Management

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Abstract

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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hal-00538231 , version 1 (22-11-2010)

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Dominique Rouzies, Michael Segalla, Barton A. Weitz. Cultural Impact on European Staffing Policies in Sales Management. International Journal of Research in Marketing, 2003, Vol.20, n°1, pp.67-85. ⟨10.1016/S0167-8116(02)00122-2⟩. ⟨hal-00538231⟩

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