search query: @indexterm Salespeople / total: 142
reference: 52 / 142
| Author: | Baldauf, A. Cravens, D.W. |
| Title: | The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships |
| Journal: | European Journal of Marketing
2002 : VOL. 36:11-12, p. 1367-1388 |
| Index terms: | Organizational effectiveness Performance appraisal Sales management Salespeople |
| Language: | eng |
| Abstract: | Salesperson behavior performance is conceptualized as a predictor as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson capabilities, industrial/consumer products, and industry growth moderators on salesperson performance and sales organization effectiveness relationships. |
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