search query: @author Cravens, D. / total: 7
references: 1-7 / 7
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1.
Assessing the performance of strategic alliances: matching metrics to strategies
European Management Journal
2000 : OCT, VOL. 18:5, p. 529-541
 2000 Cravens, K.
Piercy, N.
Cravens, D.
2.
Examining the antecedents of sales organization effectiveness: an Australian study
European Journal of Marketing
1999 : VOL. 33:9/10, p. 945-957
 1999 Grant, K.
Cravens, D.
3.
Improving the effectiveness of field sales organizations: a European perspective
Industrial Marketing Management
1999 : JAN, VOL. 28:1, p. 63-72
 1999 Baldauf, A.
Cravens, D.
4.
Examining sales force performance in organizations that use behavior-based sales management processes
Industrial Marketing Management
1996 : DEC, VOL. 25:5, p. 361-372
 1996 Grant, K.
Cravens, D.
5.
The network paradigm and the marketing organization: developing a new management agenda
European Journal of Marketing
1995 : VOL. 29:3, p. 7-34
 1995 Piercy, N.
Cravens, D.
6.
Behavior-based and outcome-based salesforce control systems
Journal of Marketing
1993 : OCT, VOL. 57:4, p. 47-59
 1993 Cravens, D.
7.
In search of excellent sales organizations
European Journal of Marketing
1992 : VOL. 26:1, p. 6-23
 1992 Cravens, D.
Grant, K.
Ingram, T. N.
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