Perceptions of Multinational Salespersons and Their Market Environments: |
| |
Abstract: | The environments in which foreign salespersons operate is an underresearched topic in international marketing. This 14 MNC-135 subsidary survey of multinational sales practices examined managerial perceptions of sellers' work environments. A cluster analysis performed on the executive perceptions data showed that two groupings emerged, and that cluster differences were industry- and region-driven. One group comprised technical sellers who were more likely to be male and university-trained. The second group were mainly non-technical seller. Environmental factors such as family, social class status and religous beliefs were more critical in the technical rather than nontechnical sales field. |
| |
Keywords: | |
|
|