Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness-Reference-Cited by-同舟云学术

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

Published:1996-10 Issue:4 Volume:13 Page:345-363
ISSN:0167-8116
Container-title:International Journal of Research in Marketing
language:en
Short-container-title:International Journal of Research in Marketing

Author:

Babakus Emin,Cravens David W.,Grant Ken,Ingram Thomas N.,LaForge Raymond W.

Publisher

Elsevier BV

Subject

Marketing

Reference58 articles.

1. Evolution of the marketing organization: New forms for the turbulent environments;Achrol;Journal of Marketing (Oct.),1991

2. Structural equation modeling in practice: A review and recommended two-step approach;Anderson;Psychological Bulletin,1988

3. Perspectives on behavior-based versus outcome-based salesforce control systems;Anderson;Journal of Marketing (Oct.),1987

4. Getting closer to the customer;Bailey,1989

5. Measuring the performance of industrial salespersons;Behrman;Journal of Business Research,1982

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