search query: @indexterm Sales management / total: 391
references: 27-36 / 391
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27.
Can distribution channels explain differences in marketing and sales performance measurement systems?
European Management Journal
2002 : DEC, VOL. 20:6, p. 597-609
 2002 Löning, H.
Besson, M.
28.
Consequences of sales management control in field sales organizations: a cross-national perspective
International Business Review
2002 : OCT, VOL. 11:5, p. 577-609
 2002 Baldauf, A.
Cravens, D. W.
Grant, K.
29.
The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships
European Journal of Marketing
2002 : VOL. 36:11-12, p. 1367-1388
 2002 Baldauf, A.
Cravens, D.W.
30.
Understanding sales manager effectiveness: Linking attributes to sales force values
Industrial Marketing Management
2002 : OCT, VOL 31:7, p. 617-626
 2002 Deeter-Schmelz, D. R.
Kennedy, K. N.
Goebel, D. J.
31.
Going the extra mile: Antecedents of salespeople's discretionary effort
Industrial Marketing Management
2002 : OCT, VOL 31:7, p. 589-598
 2002 Dubinsky, A. J.
Skinner, S. J.
32.
The web as an information source for sales recruits: Its effectiveness in aiding anticipatory socialization of salespeople
Industrial Marketing Management
2002 : OCT, VOL. 31:7, p. 573-579
 2002 Castleberry, S. B.
33.
Selling in the new millenium: A joint agenda
Industrial Marketing Management
2002 : OCT, VOL. 31:7, p. 559-567
 2002 Ingram, T. N.
LaForge, R. W.
Leigh, T. W.
34.
Managing Demand and Sales Dynamics in New Product Diffusion Under Supply Constraint
Management Science
2002 : FEB, VOL. 48:2, p. 187-206
 2002 Ho, T.-H.
Savin, S.
Terwiesch, C.
35.
Customer-supplier partnerships: perceptions of a successful key account management program
Industrial Marketing Management
2002 : AUG, VOL. 31:5, p. 467-476
 2002 Abratt, R.
Kelly, P.M.
36.
Marketing channel management and the sales manager
Industrial Marketing Management
2002 : AUG, VOL. 31.5, p. 429-439
 2002 Mehta, R.
Dubinsky, A.J.
Anderson, R.E.
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