South African and American sales managers: A comparative study

Abstract

The relatively unique socio-political and economic environment in South Africa frequently leads to the assertion that South African managers are very different when compared to their overseas counterparts. As far as could be ascertained, no studies have been conducted to test this presumption in the sales management area. In a recent study of two randomly selected groups of sales managers, one in South Africa and the other in the USA, it was established that there was substantial similarity between the two groups with respect to a number of areas of managerial behaviour.