Abstract
In this research paper, the author draws on the theoretical insights of the organizational creativity and marketing literatures, and empirically examines the link between creative working environments and human resource management practices in the sales force. A questionnaire survey from a random sample of 168 sales managers from different industries was used. Exploratory structural equation modeling and independent t-tests were used for the analyses. Results provide evidence that companies with working environments that support creativity place greater importance in the implementation of general sales force management practices, namely (1) selection and placement, (2) training, (3) performance appraisal, and (4) pay and bonus systems compared to firms with less supporting environments toward creativity.