The Influence of Culture on Personal Selling Interactions

Dominique Rouzies (), Anne Macquin and Nathalie Prime
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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
Nathalie Prime: ESCP-EAP - ESCP-EAP - Ecole Supérieure de Commerce de Paris

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Abstract: Changing economic conditions drive firms to identify those activities that can be conducted with a global perspective, leaving other activities, such as personal selling, to local decision makers. However, some personal selling methods are successfully marketed on a worldwide basis with very little local adaptation. The choice between these centralized or local systems may be influenced by cultural factors, which are likely to be overlooked by foreign managers. The objective of this paper is to identify which aspects of personal selling interactions are influenced by culture and to propose a conceptual framework explaining the relationships between cultural factors and the selling process.

Keywords: Negotiation; cross-cultural research; personal selling (search for similar items in EconPapers)
Date: 2001-03
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Citations: View citations in EconPapers (2)

Published in Journal of Euromarketing, 2001, Vol.9, N°4, pp. 71-88. ⟨10.1300/J037v09n04_05⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00538262

DOI: 10.1300/J037v09n04_05

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