search query: @author Löning, H. / total: 2
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| Author: | Löning, H. Besson, M. |
| Title: | Can distribution channels explain differences in marketing and sales performance measurement systems? |
| Journal: | European Management Journal
2002 : DEC, VOL. 20:6, p. 597-609 |
| Index terms: | Distribution channels Marketing research Performance appraisal Sales management |
| Language: | eng |
| Abstract: | The research aims at identifying and better understanding the environmental factors that may structure these control systems. The authors conducted 21 semi-inductive interviews with sales and marketing managers and identified four company categories with different control systems. Different marketing and sales control systems vary with different distribution contexts, more precisely with different distribution contexts, more precisely with the channel power and the transactional or relational business relationship with the distributor. |
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