Global Selling and Sales Management--Cross Cultural Issues--National Character

January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p70
Academic Journal
The article presents abstracts of articles related to selling and sales management. The article "The Role of Affect in Cross-Cultural Negotiations," by Jennifer George, Gareth Jones and Jorge Gonzalez, published in a previous issue of the "Journal of International Business Studies," discusses how affect plays a role in cross-cultural negotiation. Affect relates to the feelings that people experience or their moods and emotions. The article "Managing Direct Selling Activities in China," by Sherriff T.K. Luk, Loma Fullgrabe and Stephen C.Y. Li, published in the "Journal of Business Research," shows direct selling involves a personalized relationship between the seller and the buyer. This form of selling has found considerable success in China, in particular in the cosmetics industry. In the article "Salesperson Performance, Pay, and Job Satisfaction: Tests of a Model Using Data Collected in the United States and Japan," by John L. Graham and R. Bruce Money, published in a previous of the "Journal of International Business Studies," the authors tested a model suggesting that education, seniority, valence for pay, and value congruence affects a salesperson's performance.


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