Perceptions of Foreign Field Sales Forces: An Exploratory Factor Analysis of their Characteristics, Behaviors and Sales

Abstract

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.