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| Author: | Albers, S. Krafft, M. Mantrala, M. |
| Title: | Guest editorial: Special section on enhancing sales force productivity |
| Journal: | International Journal of Research in Marketing
2010 : MAR, VOL. 27:1, p. 44-45 |
| Index terms: | sales pricing productivity |
| Language: | eng |
| Abstract: | The guest editorial presents the papers in the Special section of the issue. Contents: Panagopoulos, N.G., Avlonitis, G.J., Performance implications of sales strategy: The moderating effects of leadership and environment Frenzen, H. (et al.), Delegation of pricing authority to the sales force: An agency-theoretic perspective of its determinants and impact on performance Wilken, R. (et al.), Steering sales rep through cost information: An investigation into the black box of cognitive references and negotiation behavior. |
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