%0 Journal Article %T Cultural Impact on European Staffing Policies in Sales Management %+ Groupement de Recherche et d'Etudes en Gestion à HEC (GREGH) %A Rouzies, Dominique %A Segalla, Michael %A Weitz, Barton A. %< avec comité de lecture %@ 0167-8116 %J International Journal of Research in Marketing %I Elsevier %V Vol.20, n°1 %P pp.67-85 %8 2003-03 %D 2003 %R 10.1016/S0167-8116(02)00122-2 %K Sales force management %K Staffing decisions %K International human resource management %K Cultural values %K Managerial values %Z Humanities and Social Sciences/Business administration/domain_shs.gestion.markJournal articles %X This paper tests propositions derived from the sales and human resource management literature about the adoption of sales personnel recruitment and promotion policies in an international context through a comparative study of managers in six European countries. The results indicate that the regional culture of decision-makers has a strong effect on their choice of recruitment and promotion candidates. This study attempts to identify key sales personnel characteristics for international staffing policies. %G English %L hal-00538231 %U https://hec.hal.science/hal-00538231 %~ SHS %~ HEC %~ CNRS