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 language | English |
|---|---|
| Pages (from-to) | 139-156 |
| Number of pages | 18 |
| Journal | Journal of Euromarketing |
| Volume | 18 |
| Issue number | 3 |
| DOIs | |
| Publication status | Published - 2009 |
Scopus Subject Areas
- Geography, Planning and Development
- Marketing
User-Defined Keywords
- China
- Culture
- Management
- Performance
- Romania
- Salesforce
- Social networks