In managing a salesforce, greater formalization invokes negative responses from the salesforce in countries in which the power distance is low and the individualism is high.

Question

Quizplus · Accepted Answer

In countries with low power distance and high individualism, people value autonomy and equality in relationships, including the workplace. Therefore, greater formalization in managing a salesforce, which implies stricter rules and hierarchy, is likely to be met with resistance or negative responses from the salesforce in such cultural contexts.

In Managing a Salesforce, Greater Formalization Invokes Negative Responses from the Salesforce