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Managing the Multinational Sales Force

Managing the Multinational Sales Force Managing sales forces in multinational contexts is a topic aboutwhich little empirical work has been done. This article reports theresults of a 14MNC, 135 subsidiary, survey of multinational salesmanagement practices, focusing in particular on the extent to which headoffices influence sales functions in subsidiaries. Anindustrybyindustry analysis shows that electronic data processingaffiliates get considerable head office attention while general consumergoods subsidiaries do not. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png International Marketing Review Emerald Publishing

Managing the Multinational Sales Force

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References (1)

Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
0265-1335
DOI
10.1108/02651339110144730
Publisher site
See Article on Publisher Site

Abstract

Managing sales forces in multinational contexts is a topic aboutwhich little empirical work has been done. This article reports theresults of a 14MNC, 135 subsidiary, survey of multinational salesmanagement practices, focusing in particular on the extent to which headoffices influence sales functions in subsidiaries. Anindustrybyindustry analysis shows that electronic data processingaffiliates get considerable head office attention while general consumergoods subsidiaries do not.

Journal

International Marketing ReviewEmerald Publishing

Published: Jan 1, 1991

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