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Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness

16 references·16 citing·38 second hopsampled

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References

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1994The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes

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413 cited

2021Sales Force Management396 cited

Cited by

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2008Sales management control level and competencies: Antecedents and consequences69 cited
2018Sales management control systems: review, synthesis, and directions for future exploration68 cited
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2009An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness60 cited
2003Organisational and managerial drivers of effective export sales organisations60 cited
2004Examining the effectiveness of sales management control practices in developing countries58 cited
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2012Sales Manager Behavior-Based Control and Salesperson Performance: The effects of Manager Control Competencies and Organizational Citizenship Behavior54 cited
2005Export Market Expansion Strategies of Direct-Selling Small and Medium-Sized Firms: Implications for Export Sales Management Activities48 cited