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Published in:
2015 | OriginalPaper | Chapter
Perceptions of Foreign Field Sales Forces: An Exploratory Factor Analysis of their Characteristics, Behaviors and Sales
Authors : John S. Hill, Arthur W. Allaway, Colin Egan, Unal O. Boya
Published in: Proceedings of the 1993 World Marketing Congress
Publisher: Springer International Publishing
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The environments in which foreign sellers work is an undersearched topic in international marketing. This 14 MNC-135 subsidiary examination of managerial perceptions of foreign sales environments and behaviors was factor-analyzed. Data from 45 countries was reduced to five factors, three environmental and two salesperson stereotypes. Results suggest that there are cross-cultural commonalities among salespersons and their environments which contribute to managerial and academic understanding of international sales environments.