search query: @indexterm SALES MANAGEMENT / total: 391
reference: 4 / 391
| Author: | Besson, M. Löning, H. Mendoza, C. |
| Title: | Sticking together under pressure: The risk-sharing approach and trust-building in sales management |
| Journal: | European Management Journal
2008 : FEB, VOL 26:1, p. 11-23 |
| Index terms: | shareholders risk sharing executives leadership sales management |
| Freeterms: | management by objectives |
| Language: | eng |
| Abstract: | Companies relying on 'Management By Objectives' (MBO) systems typically encounter two types of difficulty: i. objectives may be too difficult to attain and ii. reference to objectives defined for the year may be a questionable basis for year-end performance evaluation affected by unforeseen events. Based on a study of 14 sales executives, this paper aims to examine how MBO is used when managers simultaneously face high pressure to achieve objectives and high environmental uncertainty. |
SCIMA