The Squandering of America - How the Failure of Our Politics Undermines Our Prosperity

Culture and Leadership Across the World: The GLOBE Book of In-Depth Studies of 25 Societies is the second major publication of GLOBE (Global Leadership and Organizational Behavior Effectiveness), a groundbreaking, large-scale project on international management research featuring contributions from nearly 18,000 middle managers from 1,000 organizations in 62 countries, perhaps the largest project of its kind ever undertaken. This volume effectively presents a complex collection of global research addressing the culture of particular countries, leadership qualities within those countries, and recommendations on how managers should conduct business in countries other than their own.

A massive effort with a cross-cultural focus and broad international appeal, this book explores:

• how leadership is conceptualized and enacted in its cultural milieu;
• quantitative data including middle manager questionnaires, unobtrusive measurement, and participant observation data;
• qualitative research from interviews, focus groups, and media analyses; and
• theoretical and methodological pitfalls that arise in the effort to develop universal management theories.

This book is a coherent and well-organized presentation of the findings of the GLOBE Project and will appeal to scholars in leadership, management, international business, cultural studies; and also to practicing managers.

As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include:

* cross-cultural negotiations
* hiring, training, motivating and evaluating the international sales force
* Customer Relationship Management (CRM)
* sales territory design and management.

Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders.

The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.