TY  - JOUR
AB  - 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.
VL  - 8
IS  - 1
SN  - 0265-1335
DO  - 10.1108/02651339110144730
UR  - https://doi.org/10.1108/02651339110144730
AU  - Hill John S.
AU  - Still Richard R.
AU  - Boya Ünal O.
PY  - 1991
Y1  - 1991/01/01
TI  - Managing the Multinational Sales Force
T2  - International Marketing Review
PB  - MCB UP Ltd
Y2  - 2024/04/19
ER  -