haku: @indexterm Control systems / yhteensä: 274
viite: 84 / 274
| Tekijä: | Cravens, D. |
| Otsikko: | Behavior-based and outcome-based salesforce control systems |
| Lehti: | Journal of Marketing
1993 : OCT, VOL. 57:4, p. 47-59 |
| Asiasana: | CONTROL SYSTEMS EFFECTIVENESS ORGANIZATIONS COMPENSATION |
| Kieli: | eng |
| Tiivistelmä: | 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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