Cultural Impact on European Staffing Policies in Sales Management

Dominique Rouzies (), Michael Segalla () and Barton A. Weitz
Additional contact information
Dominique Rouzies: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique
Michael Segalla: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique

Post-Print from HAL

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.

Keywords: Sales force management; Staffing decisions; International human resource management; Cultural values; Managerial values (search for similar items in EconPapers)
Date: 2003-03
References: Add references at CitEc
Citations: View citations in EconPapers (1)

Published in International Journal of Research in Marketing, 2003, Vol.20, n°1, pp.67-85. ⟨10.1016/S0167-8116(02)00122-2⟩

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00538231

DOI: 10.1016/S0167-8116(02)00122-2

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().