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| Author: | Baldauf, A. Cravens, D. W. Grant, K. |
| Title: | Consequences of sales management control in field sales organizations: a cross-national perspective |
| Journal: | International Business Review
2002 : OCT, VOL. 11:5, p. 577-609 |
| Index terms: | Sales management Salesmen Organizational research |
| Language: | eng |
| Abstract: | The authors explore the effects on behaviour-based sales maangement control on salesperson characteristics, salesperson performance and sales organization effectiveness with data collected from field sales managers in Australia and Austria. The study findings provide strong support for positive relationships between behaviour based control and salesperson characteristics, salesperson outcome performance, and sales organization effectiveness. |
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