The application of performance management in the salesforce: A chinese and romanian perspective

Jamie Y H CHEUNG, Liviu C. Florea

Research output: Contribution to journalArticlepeer-review

3 Citations (Scopus)

Abstract

Salesforce management has been a key marketing research area as having an effective salesforce is critical to the success of organizations. A performance management approach provides a comprehensive and integrative way of developing an effective salesforce. With the dramatic development of transitional economies, it is important to examine how cultural elements may influence the management of a salesforce's performance. This article discusses various elements of performance management: Goal setting, performance evaluation, compensation and reward, and monitoring and feed-back, as well as training and development in Chinese and Romanian contexts. Managerial implications and future challenges are presented.

Original languageEnglish
Pages (from-to)139-156
Number of pages18
JournalJournal of Euromarketing
Volume18
Issue number3
DOIs
Publication statusPublished - 2009

Scopus Subject Areas

  • Geography, Planning and Development
  • Marketing

User-Defined Keywords

  • China
  • Culture
  • Management
  • Performance
  • Romania
  • Salesforce
  • Social networks

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