Global strategic marketing planning has become increasingly important with the advent of worldwide competition and the growing rapidity of change in the international marketplace. In this article, research and commentaries from the strategic management and international marketing planning...

Managing sales forces in multinational contexts is a topic about which little empirical work has been done. This article reports the results of a 14‐MNC, 135 subsidiary, survey of multinational sales management practices, focusing in particular on the extent to which head offices influence...