... culture to counter the dominant national cultural values. © Emerald Group Publishing Limited 2014 Cross-cultural management Masculinity Culture Sales management National cultures Individualism Dr Peter Magnusson can be contacted at: peter.magnusson@fiu.edu The conceptual...

...‐based research. Studies sales management control in companies in Austria and the UK to contribute a European perspective on behaviour‐based control compared to outcome‐based control. Focuses on the pivotal role of the field sales manager compared to prior research at the salesperson and chief sales...

... for sales managers. States that despite the importance and complex nature of cross‐cultural negotiations, the literature is normative and largely disjointed. By using the negotiation process as an analytical framework, this study examines the relevant literature, offers research propositions and indicates...

... into the future development of marketing and sales training in this Arab culture as well as implications for both Arab and foreign businesses. © MCB UP Limited 1993 Middle East Sales management Saudi Arabia Sales methods Training USA Sales Training Practices: Sales Training Practices A Cross...

... of the findings. © MCB UP Limited 1992 Japan Job satisfaction Korea Sales management USA Perceptions of Organizational Fairness: A Cross-national Perceptions of Organizational Fairness Perspective Masaaki Kotabe University of Texas at Austin, USA Alan J. Dubinsky St Cloud State University, USA...

...John S. Hill; Richard R. Still; Ünal O. Boya Managing sales forces in multinational contexts is a topic about which little empirical work has been done. This article reports the results of a 14‐MNC, 135 subsidiary, survey of multinational sales management practices, focusing in particular...