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| Tekijä: | Pelham, A.M. Lieb, P. |
| Otsikko: | Differences between presidents' and sales managers' perceptions of the industry environment and firm strategy in small industrial firms: relationship to performance satisfaction |
| Lehti: | Journal of Small Business Management
2004 : APR, VOL. 42:2, p. 174-189 |
| Asiasana: | Business environment Perception Performance appraisal Sales management Small and medium-sized enterprises (SMEs) Strategy Top management |
| Kieli: | eng |
| Tiivistelmä: | The industrial sales force is the primary source of information about the competitive environment. Differences in perceptions of that environment between the national sales manager and company president in small industrial companies may reflect inadequate environmental information input into strategic decision-making. The salesforce is a major element in implementation of strategy and differences between perceptions of company strategy may reflect inadequate coordination and communication between the chief strategy in the market place. It would be expected that these differences in perceptions would impact negatively strategy formulation and execution resulting in unsatisfactory company performance. This study surveyed the environmental and strategy perceptions of presidents and national sales managers in small to medium-sized industrial companies as well as presidents' satisfaction with company profitability and marketing/sales effectiveness. |
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