search query: @author Agarwal, S. / total: 15
reference: 8 / 15
| Author: | Agarwal, S. |
| Title: | Consequences of marketing controls among sales and non-sales marketing personnel (Sales Management; Kontrollsystem) |
| Journal: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 411-420 |
| Index terms: | |
| Freeterms: | VERKAUFSABTEILUNG, ABSATZKONTROLLE |
| Language: | eng |
| Abstract: | Controls are an inevitable part of every organization. However, controls can produce undesirable work attitudes and behavioural outcomes among employees. This study examines the relationships between controls and these undesirable consequences for industrial sales personnel and contrasts it with that for non-sales marketing personnel. The findings point to several important differences among sales and non-sales personnel. Understanding these differences should enable managers to assess better marketing personnel and to design control systems. |
SCIMA