Abstract
We think we know how to manage salesforces in the United States. But what about in high context cultures such as Japan or Greece? This paper draws from theory and many examples from our own experiences to reinforce, dispute, or change traditional thinking about sales management.
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Thanopoulos, J., Leonard, J.W. (2015). Salesforce Management in High Context Cultures: Practitioners’ Perspectives. In: Choudhury, P. (eds) Proceedings of the 1996 Multicultural Marketing Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17395-5_68
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DOI: https://doi.org/10.1007/978-3-319-17395-5_68
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-17394-8
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