Examining the consequences of sales management control strategies in European field sales organizations-Reference-Cited by-同舟云学术

Examining the consequences of sales management control strategies in European field sales organizations

Published:2001-10 Issue:5 Volume:18 Page:474-508
ISSN:0265-1335
Container-title:International Marketing Review
language:en
Short-container-title:International Marketing Review

Author:

Baldauf Artur,Cravens David W.,Piercy Nigel F.

Publisher

Emerald

Subject

Marketing,Business and International Management

Reference42 articles.

1. Marketing controls and employee responses: The moderating role of task characteristics

2. Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

3. Anderson, R.E. (1996), “Personal selling and sales management in the new millennium”, Journal of Personal Selling and Sales Management, Vol. 16 No. 4, pp. 17‐32.

4. Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

5. Assessing Construct Validity in Organizational Research

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