Lapierre, Jozée; Skelling, Jimmy - In: Journal of Business & Industrial Marketing 20 (2005) 6, pp. 297-306
Purpose – Aims to examine the influence exerted by two key actors – sales person and sales manager – on the salesforce control system used by high‐tech industries. First, since these industries evolve in a highly turbulent environment, external conditions can be expected to modify the...