search query: @indexterm SALESPEOPLE / total: 142
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| Author: | Barker, T. |
| Title: | The impact of supervisory power on salesforce performance |
| Journal: | Journal of international marketing and marketing research
2011 : VOL. 36:3 OCT, p. 99-108 |
| Index terms: | marketing research management performance appraisal supervision salespeople companies Canada |
| Language: | eng |
| Abstract: | The impact of supervisory power on salesforce performance is important to understand with the increasing flatness of hierarchies. Using cluster analysis, sales managers from 102 Canadian companies were put into two groups based on position power. Eight remarkable statements were derived from the analysis of 34 different outcome and behaviour performance dimensions. |
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