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Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies
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Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies (2013)Linking Market Share Strategies to Salesf…Sales Force Management (2021)Sales Force ManagementStrategic Market Planning: (1990)Strategic Market Planning:Strategy and Structure: (1986)Strategy and Structure:Business Unit Strategy, Managerial Characteristics, and Business Unit Effectiveness at Strategy Implementation (1984)Business Unit Strategy, Manag…Marketing Strategy: New Directions for Theory and Research (1983)Marketing Strategy: New Direc…SEIZING COMPETITIVE INITIATIVE (1982)SEIZING COMPETITIVE INITIATIVESTRATEGIES FOR DECLINING INDUSTRIES (1980)STRATEGIES FOR DECLINING INDU…Operationalizing the Concept of Business-Level Strategy in Research (1980)Operationalizing the Concept …Marketing Strategy and Plans (1979)Marketing Strategy and PlansStrategy implementation : the role of structure and process (1978)Strategy implementation : the…Strategy formulation : analytical concepts (1978)Strategy formulation : analyt…Dynamic competitive strategy & product life cycles (1978)Dynamic competitive strategy …Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Motivation and Performance in…Product Life Cycles as Marketing Models (1967)Product Life Cycles as Market…EXPLOIT THE PRODUCT LIFE CYCLE (1965)EXPLOIT THE PRODUCT LIFE CYCLEMotivation and Performance (1961)Motivation and PerformanceSales Management Performance Evaluation: A Residual Income Perspective* (2013)Sales Management Performance …The Implementation of Business Strategies: Implications for the Sales Function (1992)The Implementation of Busines…Management. Tasks, Responsibilities, Practices. (1975)Underinvestment and Incompetence as Responses to Radical Innovation: Evidence from the Photolithographic Alignment Equipment Industry (1993)Electronic Mail as the Medium of Managerial Choice (1994)Innovation: A Guide to the Literature (2009)Organization and environment (1967)Organizational Strategy, Structure, and Process (1978)The External Control of Organizations. (1978)POWER IN TOP MANAGEMENT TEAMS: DIMENSIONS, MEASUREMENT, AND VALIDATION. (1992)Extending the technology acceptance model with task–technology fit constructs (1999)It's All about Me: Narcissistic Chief Executive Officers and Their Effects on Company Strategy and Performance (2007)The Nature of Managerial Work (1974)Research Methodologies for Contingency Approaches to Business Strategy (1983)New venture strategies: An empirical identification of eight ‘archetypes’ of competitive strategies for entry (1990)The Management of Innovation (1994)The chilling effects of network externalities (2009)Marketing Applications of the Analytic Hierarchy Process (1980)The art of Japanese management (1981)A Model for Studying R&D. Marketing Interface in the Product Innovation Process (1986)Measuring market orientation: A multi‐factor, multi‐item approach (1994)The Eclectic Roots of Strategy Implementation Research (1999)Generalized expectancies for internal versus external control of reinforcement. (1966)An empirical test of a new theory of human needs (1969)Business ethics: A literature review with a focus on marketing ethics (1989)Measurement Issues in Cross-National Research (1995)Service Customization Through Employee Adaptiveness (2005)Product life cycle research: A literature review (1979)The Evolution of New Industries and the Determinants of Market Structure (1990)Profiles of Product Innovators Among Large U.S. Manufacturers (1992)Planning and financial performance of small, mature firms (1986)Planning and financial performance among small firms in a growth industry (1988)Global Strategy Implementation at the Business Unit Level: Operational Capabilities and Administrative Mechanisms (1991)Do Citizenship Behaviors Matter More for Managers Than for Salespeople? (1999)Strategy type and performance: the influence of sales force management (2000)A model of close business relationships in China (guanxi) (2001)An Analysis of Product Lifetimes in a Technologically Dynamic Industry (1998)A Critical Review of Marketing Research on Diffusion of New Products (2007)A Supply Risk Reduction Model Using Integrated Multicriteria Decision Making (2008)The dominant logic: A new linkage between diversity and performance (1986)The resource‐based view within the conversation of strategic management (1992)Building Better Causal Theories: A Fuzzy Set Approach to Typologies in Organization Research (2011)
this work references cited by second hop

References

  • 1986Strategy and Structure:3,497 cited
  • 1978Strategy formulation : analytical concepts2,525 cited
  • 1984Business Unit Strategy, Managerial Characteristics, and Business Unit Effectiveness at Strategy Implementation1,415 cited
  • 1965EXPLOIT THE PRODUCT LIFE CYCLE814 cited
  • 1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
  • 1978Strategy implementation : the role of structure and process502 cited
  • 2021Sales Force Management396 cited
  • 1983Marketing Strategy: New Directions for Theory and Research333 cited
  • 1980Operationalizing the Concept of Business-Level Strategy in Research321 cited
  • 1967Product Life Cycles as Marketing Models309 cited
  • 1990Strategic Market Planning:260 cited
  • 1961Motivation and Performance140 cited
  • 1980STRATEGIES FOR DECLINING INDUSTRIES102 cited
  • 1978Dynamic competitive strategy & product life cycles100 cited
  • 1982SEIZING COMPETITIVE INITIATIVE82 cited
  • 1979Marketing Strategy and Plans68 cited

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Cited by

  • 1992The Implementation of Business Strategies: Implications for the Sales Function36 cited
  • 2013Sales Management Performance Evaluation: A Residual Income Perspective*17 cited