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ArticleA survey of sales management practices

Alan J. Dubinsky1982

Article1982

A survey of sales management practices

Alan J. Dubinsky · Thomas E. Barry

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

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Employee Performance and Motivation Marketing and Advertising Strategies Corporate Governance and Management

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References

2014Marketing Productivity Analysis 1965Have Manufacturing Firms Adopted the Marketing Concept?1980Salesforce Management 1979Management of the sales force

Cited by

2001Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness 1985Utilizing Effort and Task Difficulty Information in Evaluating Salespeople 2018Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators 2001Performance appraisals: usage, criteria and observations 2009The Motivation Hub: Effects of Goal Setting and Self-Efficacy on Effort and New Product Sales 2013Evaluating Sales Personnel: An Attribution Theory Perspective 2002Consequences of sales management control in field sales organizations: a cross-national perspective 1999Improving the Effectiveness of Field Sales Organizations

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Details

Year1982

Typearticle

Published1982-04-01

VenueIndustrial Marketing Management

ISSN-L0019-8501

Languageen

Citations97

Files0 public / 0

ShelfEmployee Performance and Motivation

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doi10.1016/0019-8501(82)90007-4

openalex_workW2035972113

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