SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Sales Management Performance Evaluation: A Residual Income Perspective*
15 references·1 citing·37 second hop
Sales Management Performance Evaluation: A Residual Income Perspective* (2013)Sales Management Performance Evaluation: …Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies (2013)Linking Market Share Strategi…Creating Shareholder Value (2003)Creating Shareholder ValueStrategic Market Planning: (1990)Strategic Market Planning:The relationship between growth, profitability, and firm value (1987)The relationship between grow…Creating shareholder value : the new standard for business performance (1986)Creating shareholder value : …Managing Marketing: Text, Cases, and Readings (1984)Managing Marketing: Text, Cas…Divisional Performance: Measurement and Control (1983)Divisional Performance: Measu…Strategic Physical Distribution Management (1982)Strategic Physical Distributi…Measures used to evaluate industrial marketing activities (1982)Measures used to evaluate ind…A survey of sales management practices (1982)A survey of sales management …Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Competitive Strategy: Techniq…Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance (1979)Delegating Pricing Authority …A Methodology for Calculating Inventory Carrying Costs (1977)A Methodology for Calculating…Profitability Analysis by Market Segments (1973)Profitability Analysis by Mar…Financial Dimensions of Marketing Management (1973)Financial Dimensions of Marke…A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness (2002)A gender perspective on sales…Have Manufacturing Firms Adopted the Marketing Concept? (1965)Salesforce Management (1980)Utilizing Effort and Task Difficulty Information in Evaluating Salespeople (1985)Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness (2001)Marketing Productivity Analysis (2014)Resource orchestration and dynamic managerial capabilities: focusing on sales managers as effective resource orchestrators (2018)Dividend Policy, Growth, and the Valuation of Shares (1961)Competitive advantage, creating and sustaining superior performance (1985)Competitive Advantage: Creating and Sustaining Superior Performance (1985)Competitive strategy in the market-focused business (1996)New Product Exploration Under Environmental Turbulence (2010)Stock return and financial performance as moderation variable in influence of good corporate governance towards corporate value (2018)Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research (1977)Influence of Formalization on the Organizational Commitment and Work Alienation of Salespeople and Industrial Buyers (1988)Delegating Pricing Decisions (2001)The chilling effects of network externalities (2009)DIVERSIFICATION STRATEGY AND R&D INTENSITY IN MULTIPRODUCT FIRMS. (1989)The effects of financial controls on data manipulation and management Myopia (1990)Managerial Incentives and Investment in R&D in Large Multiproduct Firms (1993)Foundations of Corporate Success (1995)Is performance driven by industry‐or firm‐specific factors? A new look at the evidence (2002)Making sense of financialization (2014)The cornerstones of competitive advantage: A resource‐based view (1993)Varieties of Capitalism (2001)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)The Innovation Diffusion Process in a Heterogeneous Population: A Micromodeling Approach (1990)The Timing of Competitive Market Entry: An Exploratory Study of New Industrial Products (1990)Examining the Market Orientation-Performance Relationship: A Context-Specific Study (1998)Customer portfolio analysis among competing retail stores (1996)Model for market segments evaluation and selection (1996)How to date your clients in the 21 st century: Challenges in managing customer relationships in today's world (2017)An integrated approach to managing reverse logistics (2006)Retail reverse logistics: a call and grounding framework for research (2011)A bibliometric analysis of reverse logistics research (1992-2015) and opportunities for future research (2017)The Economic Leverage of the Virtual Community (2001)The Effect of Corporate Environmental Strategy Choice and Environmental Performance on Competitiveness and Economic Performance: (2004)Positive and Negative Corporate Social Responsibility, Financial Leverage, and Idiosyncratic Risk (2012)
this work references cited by second hop

References

  • 1980Competitive Strategy: Techniques for Analyzing Industries and Competitors16,592 cited
  • 1986Creating shareholder value : the new standard for business performance1,029 cited
  • 2003Creating Shareholder Value565 cited
  • 1983Divisional Performance: Measurement and Control337 cited
  • 1990Strategic Market Planning:260 cited
  • 1987The relationship between growth, profitability, and firm value207 cited
  • 1979Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance126 cited
  • 1982A survey of sales management practices97 cited
  • 1982Strategic Physical Distribution Management91 cited
  • 1973Profitability Analysis by Market Segments49 cited
  • 1973Financial Dimensions of Marketing Management39 cited
  • 1982Measures used to evaluate industrial marketing activities21 cited
  • 1977A Methodology for Calculating Inventory Carrying Costs21 cited
  • 1984Managing Marketing: Text, Cases, and Readings15 cited
  • 2013Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies14 cited

Cited by

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

2002
A gender perspective on salesperson organizational citizenship behaviour, sales manager control strategy and sales unit effectiveness
26 cited