Articles

Cultural Impact on European Staffing Policies in Sales Management

D. ROUZIES, M. SEGALLA, B.A. Weitz

International Journal of Research in Marketing

March 2003, vol. 20, n°1, pp.67-85

Departments: Marketing, GREGHEC (CNRS), Management & Human Resources

Keywords: Sales force management, Staffing decisions, International human resource management, Cultural values, Managerial values


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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