search query: @indexterm CONTROL SYSTEMS / total: 274
reference: 84 / 274
| Author: | Cravens, D. |
| Title: | Behavior-based and outcome-based salesforce control systems |
| Journal: | Journal of Marketing
1993 : OCT, VOL. 57:4, p. 47-59 |
| Index terms: | CONTROL SYSTEMS EFFECTIVENESS ORGANIZATIONS COMPENSATION |
| Language: | eng |
| Abstract: | The authors develop a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the propositions formulated by Anderson and Oliver (1987). The results from a study of 144 diverse sales organizations provide support for the relationship between behavior-based salesforce control systems and specific salesforce characteristics, different salesforce performance dimensions, and sales organization effectiveness. |
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