... of identifying and creating value. Sales management Sales training France United States of America Mexico Perception Another challenge with the study is the imbalance in samples across the countries. A quantitative study can adjust for such an imbalance; the possibility that thematic development...

... Mexico United States of America An executive summary for managers and executives can be found at the end of this issue. Latin American companies traditionally have invested in the USA, but not as heavily as their counterparts from Europe, Asia, and Canada. Neither do Latin American...

... focused on different aspects of negotiations in Mexico (e.g. Husted, 1998 ; Volkema, 1998 ; Adler et al., 1987), we know little about the differences between cross‐cultural and intra‐cultural negotiation behaviors from the perspective of Mexican business people. The purpose of this paper...