haku: @author Cravens, D.W. / yhteensä: 4
viite: 2 / 4
| Tekijä: | Baldauf, A. Cravens, D.W. |
| Otsikko: | The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationships |
| Lehti: | European Journal of Marketing
2002 : VOL. 36:11-12, p. 1367-1388 |
| Asiasana: | Organizational effectiveness Performance appraisal Sales management Salespeople |
| Kieli: | eng |
| Tiivistelmä: | Salesperson behavior performance is conceptualized as a predictor as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson capabilities, industrial/consumer products, and industry growth moderators on salesperson performance and sales organization effectiveness relationships. |
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