The influence of an optimal control system on salesperson performance and championing (original) (raw)

An Empirical Investigation of the Antecedents of Sales Force Control Systems

Manfred Krafft

Journal of Marketing, 1999

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The moderating effect of goal-setting characteristics on the sales control systems–job performance relationship

Shaoming Zou

Journal of Business Research, 2005

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Influence of Supervisory Control on Salesperson Performance: Examining the Role of Adaptive Selling Behaviour as a Mediator

Kok-Leong Wong

Asian Academy of Management Journal, 2016

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The indirect effects of organizational controls on salesperson performance and customer orientation

S Randall

Journal of Business Research, 2001

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How sales controls affect job-related outcomes: the role of organizational sales-related psychological climate perceptions

Shaoming Zou

Journal of the Academy of Marketing Science, 2007

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Sales management control systems: review, synthesis, and directions for future exploration

Shikhar Sarin

Journal of Personal Selling & Sales Management, 2018

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The Interactive Effects of Sales Force Controls on Salespeople Behaviors and Customer Outcomes

wenyu dou

Journal of Personal Selling and Sales Management, 2012

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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

Alex Benet, Ines Kuster

Intangible Capital, 2018

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The Impact of Managerial Trust and Control on Salesperson Performance

Michael Mallin

2010

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The role of salesperson motivation in sales control systems — Intrinsic and extrinsic motivation revisited

Shaoming Zou

Journal of Business Research, 2007

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How management control and job-related characteristics influence the performance of export sales managers

Marios Theodosiou

Journal of Business Research, 2007

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A diagnostic study of sales managers' efficiency

Eric Berkowitz

Industrial Marketing Management, 1978

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Assessing the Impact of Transformational Leadership and Behavior-Based Control on Salesperson Performance, Satisfaction, and Commitment

Sergios Dimitriadis

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The Role of Management Control to Australian SME's Sales Effectiveness

Bill Pickett

duplication.net.au

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An Empirical Investigation of Perceptual Incongruence Between Sales Managers and Salespeople as to Sales Force Control System Application

Bernard Sinclair-Desgagné

CIRANO Working Papers, 2004

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Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior

Bilal Ahmad

Asian Journal of Economics, Business and Accounting, 2020

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The sales manager as a unit of analysis: a review and directions for future research

Richard Plank

Journal of Personal Selling & Sales Management, 2018

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The impact of sales management practices on job satisfaction of salespeople

Tulin Ural

2017

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Salesperson performance and job attitudes revisited: an extended model and effects of potential moderators

Cengiz Yilmaz

European Journal of Marketing, 2002

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Outcome-Based Control System And Seller's Final Performance : The Mediating Role Of Self-Control

Ijbmm Journal

International Journal of Business Marketing and Management (IJBMM), 2021

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An Analysis of Alternative Causal Models of Sales Performance on Sales People

Desita Anggra Dewi

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Performance implications of sales strategy: The moderating effects of leadership and environment

Sylwia Iwanejko-Sajewska

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Effective Sales Management: What Do Sales People Think?

Dawn Deeter-Schmelz

Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014

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Impact of Salesperson Macro-Adaptive Selling Strategy on Job Performance and Satisfaction

Rolph Anderson

2008

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The Effect of Effort on Sales Performance and Job Satisfaction

Robert Peterson

Journal of Marketing, 1994

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Operationalizing salesperson performance with secondary data: aligning practice, scholarship, and theory

Willy Bolander

Journal of the Academy of Marketing Science, 2021

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Which influence tactics lead to sales performance? It is a matter of style

Willy Bolander

Journal of Personal Selling & Sales Management, 2014

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Does Coaching Matter? A Multilevel Model Linking Managerial Coaching Skill and Frequency to Sales Goal Attainment

Stephen Dwight, Jason Dahling

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The impact of organizational citizenship behavior on evaluations of salesperson performance

ahmad bloush

The Journal of Marketing, 1993

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Impact of Salesperson Attraction on Sales Managers' Attributions and Feedback

Thomas Decarlo

Journal of Marketing, 1996

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An analysis of leadership Effectiveness of Sales Manager of Private and Public Sector Companies

Amitabh Roy

2017

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The Influence of Role Ambiguity and Goal Acceptance on Salesperson Performance

Douglas Amyx

2014

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evidence from the experience of marketing & sales managers

Madeleine BESSON

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Dimensions of effective sales coaching: scale development and validation

Richard Plank

Journal of Personal Selling & Sales Management, 2019

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Why Are Some Salespeople Better at Adapting to Organizational Change?

John Mathieu

Journal of Marketing, 2010

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