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Improving the Effectiveness of Field Sales Organizations · Study

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ArticleImproving the Effectiveness of Field Sales Organizations

Artur Baldauf1999

Article1999

Improving the Effectiveness of Field Sales Organizations

Artur Baldauf · David W. Cravens

55 citations·0/0 files stored·Industrial Marketing Management

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Employee Performance and Motivation Employee Performance and Management Accounting and Organizational Management

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References

1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems 1985The Determinants of Salesperson Performance: A Meta-Analysis 1994An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems 1982Measuring the performance of industrial salespersons 1993Behavior-Based and Outcome-Based Salesforce Control Systems 2021Sales Force Management 1996Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness 1980Salesforce Management

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2003Organisational and managerial drivers of effective export sales organisations 2005Export Market Expansion Strategies of Direct-Selling Small and Medium-Sized Firms: Implications for Export Sales Management Activities 2004Measuring buyers’ perceptions of conflict in business‐to‐business sales interactions 2018The sales manager as a unit of analysis: a review and directions for future research 2010THE RELATIONSHIP BETWEEN SALES SKILLS AND SALESPERSON PERFORMANCE: AN EMPIRICAL STUDY IN THE MALAYSIA TELECOMMUNICATIONS COMPANY

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2001Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectivenessarticle · 8 shared references 2002Consequences of sales management control in field sales organizations: a cross-national perspectivearticle · 8 shared references 1999Examining the antecedents of sales organization effectiveness: an Australian studyarticle · 8 shared references 1998Salesforce performance and behaviour‐based management processes in business‐to‐business sales organizationsarticle · 7 shared references 1999Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectivenessarticle · 7 shared references 2002The effect of moderators on the salesperson behavior performance and salesperson outcome performance and sales organization effectiveness relationshipsarticle · 7 shared references

Details

Year1999

Typearticle

Published1999-01-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations55

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1016/s0019-8501(98)00023-6

openalex_workW173751767

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2017How critical events shape the evolution of sales organizations: A case study of a business-to-business services firm

2009The effects of sales supervisor relationships on work meaning: The case of Canadian and Chinese salespersons

2019What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals