Multi-step, structured interviews to select sales representatives in Russia and eastern Europe

Article Abstract:

Structured interview procedures developed and used by a major pharmaceutical company in Russia and eastern Europe, for the selection of sales representatives, are described. The procedure was developed to overcome selection problems within the regions. It begins with a review of the resumes, followed by a telephone interview, a base line interview and a panel interview. Initial responses to the procedure have been positive and there are indications that managers see it as effective and flexible.

Employee Recruitment, Methods, Recruiting, Russia, Interviews, Manufacturers' agents, Manufacturers' representatives

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Applying behavioral management in eastern europe

Article Abstract:

The use of behavioral management is discussed as a method of helping east European managers to improve performance. The five step organizational behaviour modification (O.B. Mod.) model is presented and its successful use in a Russian factory is described. Particular focus is given to the power of contingently administered social reinforcers to improve employee performance at no cost. Behavioral management is found to rapidly improve performance in eastern European organizations.

Human resource management

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R&D team productivity in Eastern and Western European countries

Article Abstract:

R&D teams in Eastern Europe can be as productive as those in Western Europe, and offer advantages such as lower salaries. Other benefits include the ease of technology transfer to manufacturing plants in Eastern Europe, and improved access to attractive markets. An overview of a study into R&D teams in Eastern Europe is included, along with details of possible problems and conclusions.

Economic aspects, Industrial research

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