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Cultural Impact on European Staffing Policies in Sales Management

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)

  • 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)

  • Barton A. Weitz

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.

Suggested Citation

  • Dominique Rouzies & Michael Segalla & Barton A. Weitz, 2003. "Cultural Impact on European Staffing Policies in Sales Management," Post-Print hal-00538231, HAL.
    • Handle: RePEc:hal:journl:hal-00538231
    DOI: 10.1016/S0167-8116(02)00122-2
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    Cited by:

    1. Rouziès, Dominique & Onyemah, Vincent & Panagopoulos, Nikolaos, 2008. "How HRM control affects boundary-spanning employees’ behavioural strategies and satisfaction : The moderating impact of cultural performance orientation," HEC Research Papers Series 895, HEC Paris.

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