Titlebook: Cross-Cultural Personal Selling; Agents’ Competences Anna Antczak,Barbara A. Sypniewska Book 2017 The Editor(s) (if applicable) and The Au

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Conclusions,o personal selling and agents’ competences in the international environment, taking into consideration cultural differences. It also presents the main empirical research findings relating to the perception of personal sellers’ competences by themselves as well as by their customers with a special focus on cultural differences.

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Volodymyr Perederiy,Robert Strauchon trust, which is crucial, as the customer cannot see, feel or touch the service in advance. Personal selling also involves advice, knowledge and professionalism of the salesperson that provides great value to the customer and encourages purchase.

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Book 2017fective and efficient promotion campaigns aimed at customers from different cultures. Academics of international marketing and promotion will find this study extremely useful, as well as practitioners looking to expand their knowledge on personal selling..

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Ergebnisse der empirischen Untersuchung, to the models of behavior, the region of origin plays a key role in determining the significance of competences of personal sellers. European respondents pay more attention to the content of the offer while Asian respondents are more attuned to the way it is delivered, and to agents’ behavior, manners and appearance