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An Exploratory Investigation of the Impact of Culture on Sales Force Management Control Systems in Europe

Author

Listed:
  • 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)

  • Anne Macquin

Abstract

Globalization, Euro-driven transparency, and new sales territory- designs are among the numerous indications announcing sales force restructuring in Europe. When confronted by such issues, managers need to reassess the way they monitor, direct, evaluate, and compensate salespeople. Indeed, those sets of procedures may not be consistent across borders and send mixed signals to salespeople. In our exploratory research, we examine the role of culture on sales personnel governance structures. We test a related set of propositions on a sample of 166 European salespeople. Finally, we conclude by proposing potential guidelines for managers willing to expand their sales effort in Europe.

Suggested Citation

  • Dominique Rouzies & Anne Macquin, 2003. "An Exploratory Investigation of the Impact of Culture on Sales Force Management Control Systems in Europe," Post-Print hal-00538227, HAL.
    • Handle: RePEc:hal:journl:hal-00538227
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    Citations

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    Cited by:

    1. Piercy, Nigel F. & Low, George S. & Cravens, David W., 2011. "Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness," Journal of World Business, Elsevier, vol. 46(1), pages 104-115, January.
    2. Mallin, Michael L. & Asree, Susita & Koh, Anthony C. & Hu, Michael Y., 2010. "Antecedents to managerial trust and sales control in Malaysian salesforce," International Business Review, Elsevier, vol. 19(3), pages 292-305, June.
    3. Sunday Stephen AJEMUNIGBOHUN & Sulaiman Ademola ORESHILE & Noah Gbenga ALLI, 2018. "Internal Marketing, Salesforce Performance And Service Delivery: Empirical Evidence From The Nigerian Insurance Industry," Annals of University of Craiova - Economic Sciences Series, University of Craiova, Faculty of Economics and Business Administration, vol. 1(46), pages 146-155, November.

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