Die Erfolgskontrolle gehört zu den wesentlichen Aufgaben des Marketing-Management. Dabei bildet die Auswahl und Formulierung der Kontrollmassstäbe ein zentrales Teilproblem. Kennzahlensysteme stellen in diesem Zusammenhang ein nützliches Kontrollinstrumentarium dar, wenn sie...

11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...

We investigated how sales representatives (Salespeople) and members of a service business development department (the Service Dept.) communicated within an informal online community, particularly in relation to their use of other informal and formal communication channels. We found that while...

Hybrid seed suppliers experience excessive and costly rates of seed returns from dealers, who order in advance of grower demand realization and may return unsold seeds at the end of the season. Sales representatives know they must carefully gather information on grower demand for seed types and...