International Personal Selling and Personnel Management. Dana-Nicoleta Lascu Chapter 15. Chapter Objectives. Examine companies' expatriate management strategies Describe the different types of employees suited for a company's international operations
Selling via the Internet or mail is likely to become an important venue in approaching new customers overseas in the near future.
Costs of distance selling are lower, allowing for greater market coverage,but the selling infrastructure (mail, Internet accessibility) lags behind in developing countries.
Companies that attempt to transplant personnel policies proven successful in the home country will run against obstacles in different international environments.
CONTENT:substantive aspects of the interaction
STYLE:rituals, format, mannerisms, and ground rules
Low Contextcultures use formal, direct communication that is verbally expressed.
High Contextculturesuse extensive nonverbal information to convey the message: cues, gestures, and facial expressions.
50% of expatriateassignments FAIL
AVOID by maintaining connection to company headquarters