Does choice of sales control conceptualization matter? An empirical comparison of existing conceptualizations and directions for future research
Author:
Publisher
Informa UK Limited
Subject
Management of Technology and Innovation,Human Factors and Ergonomics
Link
http://www.tandfonline.com/doi/pdf/10.1080/08853134.2015.1016952
Reference89 articles.
1. Marketing controls and employee responses: The moderating role of task characteristics
2. Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions
3. Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
4. Estimating Nonresponse Bias in Mail Surveys
Cited by 8 articles. 订阅此论文施引文献 订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献
1. The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance;Journal of Business & Industrial Marketing;2022-04-29
2. A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context;International Journal of Research in Marketing;2021-10
3. The Impact of Compensation Structure on Salesperson Perceptions and Behaviors: Insights From the Sales Literature;Compensation & Benefits Review;2021-09-16
4. Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation;Journal of Business & Industrial Marketing;2020-11-02
5. The Dark Side of Cultural Intelligence: Exploring Its Impact on Opportunism, Ethical Relativism, and Customer Relationship Performance;Business Ethics Quarterly;2020-04-20
1.学者识别学者识别
2.学术分析学术分析
3.人才评估人才评估
"同舟云学术"是以全球学者为主线，采集、加工和组织学术论文而形成的新型学术文献查询和分析系统，可以对全球学者进行文献检索和人才价值评估。用户可以通过关注某些学科领域的顶尖人物而持续追踪该领域的学科进展和研究前沿。经过近期的数据扩容，当前同舟云学术共收录了国内外主流学术期刊6万余种，收集的期刊论文及会议论文总量共计约1.5亿篇，并以每天添加12000余篇中外论文的速度递增。我们也可以为用户提供个性化、定制化的学者数据。欢迎来电咨询！咨询电话：010-8811{复制后删除}0370
www.globalauthorid.com
TOP
Copyright © 2019-2024 北京同舟云网络信息技术有限公司 京公网安备11010802033243号 京ICP备18003416号-3