haku: @indexterm Sales management / yhteensä: 391
viite: 4 / 391
| Tekijä: | Besson, M. Löning, H. Mendoza, C. |
| Otsikko: | Sticking together under pressure: The risk-sharing approach and trust-building in sales management |
| Lehti: | European Management Journal
2008 : FEB, VOL 26:1, p. 11-23 |
| Asiasana: | shareholders risk sharing executives leadership sales management |
| Vapaa asiasana: | management by objectives |
| Kieli: | eng |
| Tiivistelmä: | Companies relying on 'Management By Objectives' (MBO) systems typically encounter two types of difficulty: i. objectives may be too difficult to attain and ii. reference to objectives defined for the year may be a questionable basis for year-end performance evaluation affected by unforeseen events. Based on a study of 14 sales executives, this paper aims to examine how MBO is used when managers simultaneously face high pressure to achieve objectives and high environmental uncertainty. |
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