Consequences of sales management control in field sales organizations: a cross-national perspective

Author:

Baldauf Artur,Cravens David W,Grant Kegn

Publisher

Elsevier BV

Subject

Marketing,Finance,Business and International Management

Reference57 articles.

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2. Perspectives on behavior-based versus outcome-based salesforce control systems;Anderson;Journal of Marketing,1987

3. Personal selling and sales management in the new millennium;Anderson;Journal of Personal Selling and Sales Management,1996

4. Investigating the relationships among sales management control, sales territory design, salesperson performance and sales organization effectiveness;Babakus;International Journal of Research in Marketing,1996

5. Measurement in marketing research: Basic principles of questionnaire design;Bagozzi,1994

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