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ESMT - Negative Headquarter Stereotypes

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Published on Aug 18, 2014

When you ask sales representatives their opinion on corporate headquarters, you are pretty much guaranteed a barrage of criticism. Sales representatives often feel their effort in working with customers is undervalued. They don´t have a clue about the manager´s work with the customers or they believe their superiors at headquarters are far too comfortable in their fancy offices. Such preconceptions, that are not based on reason or actual experience, are known in research as Negative Headquarter Stereotypes. This video explains why managers should care about Negative Headquarter Stereotypes and how they can be reduced.

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