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The influence of an optimal control system on salesperson performance and championing · Study

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ArticleThe influence of an optimal control system on salesperson performance and championing

Karen E. Flaherty2013

Article2013

The influence of an optimal control system on salesperson performance and championing

Karen E. Flaherty · James M. Pappas · Allison Lee

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

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Accounting and Organizational Management Job Satisfaction and Organizational Behavior Employee Performance and Motivation

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References

1979The Social Psychology of Organizations.1977Estimating Nonresponse Bias in Mail Surveys 1984Research in Organizational Behavior 1994Customer Satisfaction, Market Share, and Profitability: Findings From Sweden 1989MAKING FAST STRATEGIC DECISIONS IN HIGH-VELOCITY ENVIRONMENTS.1981Organizational Innovation: The Influence of Individual, Organizational, and Contextual Factors on Hospital Adoption of Technological and Administrative Innovations 1989The Concept of Fit in Strategy Research: Toward Verbal and Statistical Correspondence 2018The Concept of Fit in Strategy Research: Towards Verbal and Statistical Correspondence

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2021Capability management control and salesperson turnover: A double-edged sword in a product complexity scenario

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2007The Influence of the Selling Situation on the Effectiveness of Control: Toward a Holistic Perspectivearticle · 15 shared references 2014The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectivenessarticle · 12 shared references 2018Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature reviewreview · 12 shared references 2010The impact of product market strategy-organizational culture fit on business performancearticle · 11 shared references 2012Effects of formal sales control systems: A combinatory perspectivearticle · 11 shared references 2018Sales management control systems: review, synthesis, and directions for future explorationarticle · 11 shared references

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Year2013

Typearticle

Published2013-10-16

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations17

Files0 public / 0

ShelfAccounting and Organizational Management

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doi10.1016/j.indmarman.2013.10.003

openalex_workW2010006677

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