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Journal Articles International Journal of Research in Marketing Year : 2003

Cultural Impact on European Staffing Policies in Sales Management

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.

Dates and versions

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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