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Cultural Impact on European Staffing Policies in Sales Management

Dominique Rouzies 1 Michael Segalla 1 Barton A. Weitz
1 GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC
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.
Mots-clés : Sales force management Staffing decisions International human resource management Cultural values Managerial values
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Journal articles
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https://hal-hec.archives-ouvertes.fr/hal-00538231
Contributor : Antoine Haldemann <>
Submitted on : Monday, November 22, 2010 - 10:26:45 AM
Last modification on : Thursday, January 11, 2018 - 6:19:31 AM

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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, Elsevier, 2003, Vol.20, n°1, pp.67-85. ⟨10.1016/S0167-8116(02)00122-2⟩. ⟨hal-00538231⟩

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