haku: @author Huffman, C. / yhteensä: 2
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Tekijä: | Huffman, C. Cain, L.B. |
Otsikko: | Effects of considering uncontrollable factors in sales force performance evaluation |
Lehti: | Psychology & Marketing
2000 : SEP, VOL. 17:9, p. 799-833 |
Asiasana: | Salesmen Sales management Performance appraisal Regression analysis |
Kieli: | eng |
Tiivistelmä: | The results of the salesperson survey show that adjustment for territory difficulty and adjustment for representative differences both influence expectancies and instrumentalities /feedback quality). |
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