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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/10011583026
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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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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
Persistent link: https://www.econbiz.de/10011735683
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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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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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Critical Success Factors for Online-Shops of Drugstores
Svechla, Sabrina; Fischer, Jessica; Ferdinand, Hans-Michael - In: Markenbrand (2014) 2/2014, pp. 17-25
success depends on two factors: the user-friendliness of the information system and the consistency of the marketing strategy …-sections. Regarding the second part – consistency of the marketing strategy- it is important to initially understand consumers’ behaviour …
Persistent link: https://www.econbiz.de/10010420966
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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
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Sales Engineering : The marketing of technological products
Chorafas, D. N. - 1967
Persistent link: https://www.econbiz.de/10000595929