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Global Sales Teams and the Impact of National Culture

Idea posted: February 2013
  • CSR & Governance
  • Leadership & Change
  • Learning & Behaviour
  • Marketing
Institutions: HEC Paris

As international sales forces become more prevalent companies need to standardize their sales force management controls across national borders. This research looks at how the effectiveness of sales force control models is influenced by national culture, and how sales team managers need to understand and balance cultural influences that promote behaviour controls over outcome controls.

Idea #101
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