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Managing the Multinational Sales Force

International Marketing Review

ISSN: 0265-1335

Article publication date: 1 January 1991

Abstract

Managing sales forces in multinational contexts is a topic about which little empirical work has been done. This article reports the results of a 14‐MNC, 135 subsidiary, survey of multinational sales management practices, focusing in particular on the extent to which head offices influence sales functions in subsidiaries. An industry‐by‐industry analysis shows that electronic data processing affiliates get considerable head office attention while general consumer goods subsidiaries do not.

Keywords

Citation

Hill, J.S., Still, R.R. and Boya, Ü.O. (1991), "Managing the Multinational Sales Force", International Marketing Review, Vol. 8 No. 1. https://doi.org/10.1108/02651339110144730

Publisher

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MCB UP Ltd

Copyright © 1991, MCB UP Limited