The influence of an optimal control system on salesperson performance and championing (original) (raw)
Related papers
An Empirical Investigation of the Antecedents of Sales Force Control Systems
Journal of Marketing, 1999
Journal of Business Research, 2005
Asian Academy of Management Journal, 2016
The indirect effects of organizational controls on salesperson performance and customer orientation
Journal of Business Research, 2001
Journal of the Academy of Marketing Science, 2007
Sales management control systems: review, synthesis, and directions for future exploration
Journal of Personal Selling & Sales Management, 2018
The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes
Journal of Personal Selling and Sales Management, 2012
Intangible Capital, 2018
The Impact of Managerial Trust and Control on Salesperson Performance
2010
Journal of Business Research, 2007
Journal of Business Research, 2007
A diagnostic study of sales managers' efficiency
Industrial Marketing Management, 1978
The Role of Management Control to Australian SME's Sales Effectiveness
duplication.net.au
CIRANO Working Papers, 2004
Asian Journal of Economics, Business and Accounting, 2020
The sales manager as a unit of analysis: a review and directions for future research
Journal of Personal Selling & Sales Management, 2018
The impact of sales management practices on job satisfaction of salespeople
2017
European Journal of Marketing, 2002
Outcome-Based Control System And Seller's Final Performance : The Mediating Role Of Self-Control
International Journal of Business Marketing and Management (IJBMM), 2021
An Analysis of Alternative Causal Models of Sales Performance on Sales People
Performance implications of sales strategy: The moderating effects of leadership and environment
Effective Sales Management: What Do Sales People Think?
Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014
Impact of Salesperson Macro-Adaptive Selling Strategy on Job Performance and Satisfaction
2008
The Effect of Effort on Sales Performance and Job Satisfaction
Journal of Marketing, 1994
Journal of the Academy of Marketing Science, 2021
Which influence tactics lead to sales performance? It is a matter of style
Journal of Personal Selling & Sales Management, 2014
The impact of organizational citizenship behavior on evaluations of salesperson performance
The Journal of Marketing, 1993
Impact of Salesperson Attraction on Sales Managers' Attributions and Feedback
Journal of Marketing, 1996
An analysis of leadership Effectiveness of Sales Manager of Private and Public Sector Companies
2017
The Influence of Role Ambiguity and Goal Acceptance on Salesperson Performance
2014
evidence from the experience of marketing & sales managers
Dimensions of effective sales coaching: scale development and validation
Journal of Personal Selling & Sales Management, 2019
Why Are Some Salespeople Better at Adapting to Organizational Change?
Journal of Marketing, 2010