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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
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...
Persistent link: https://www.econbiz.de/10011745184
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Coping with the challenges of indirect sales and distribution controlling in SMEs
Rickards, Robert C.; Ritsert, Rolf - In: International journal of retail & distribution management 39 (2011) 12, pp. 927-944
Persistent link: https://www.econbiz.de/10009407639
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Significance and differences of marketing and sales controlling
Havlíček, Karel; Břečková, Pavla - In: Central European business review : CEBR 2 (2013) 3, pp. 36-42
Persistent link: https://www.econbiz.de/10010344403
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Salesforce control systems : a review of studies
Fatima, Zoha - In: International journal of business excellence : IJBEX 23 (2021) 2, pp. 188-225
Persistent link: https://www.econbiz.de/10012506654
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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
Persistent link: https://www.econbiz.de/10011735683
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Online retailer cold chain physical distribution service quality and consumers : evidence from China during the COVID-19 pandemic
Su, Miao; Zhao, Jinjing; Qi, Guanqiu; Kim, Junseung; … - In: International journal of logistics : research and … 26 (2023) 4, pp. 442-459
Persistent link: https://www.econbiz.de/10014322001
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Controlling in era of industry 4.0 : opportunities for businesses in the field of the introduction of new technologies
Zahoran, Pavol; Zizlavsky, Ondrej - In: Problems of management in the 21st century 16 (2021) 2, pp. 122-134
Persistent link: https://www.econbiz.de/10012799642
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The international review of retail, distribution and consumer research
Abingdon : Routledge, Taylor & Francis Group; 1990-[?]: … - 1.1990/91 -
Persistent link: https://www.econbiz.de/10000500248
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The journal of personal selling & sales management : JPSSM
Philadelphia, PA : Taylor & Francis Group, LLC; … - 1.1980/81 -
Persistent link: https://www.econbiz.de/10000479883