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Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness
Babakus, E.; Cravens, D.W.; Grant, K.; Ingram, T.N.; … - In: International journal of research in marketing : IJRM ; … 13 (1996) 4, pp. 345-364
Persistent link: https://www.econbiz.de/10006210596
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New Organizational Forms for Competing in Highly Dynamic Environments: The Network Paradigm
Cravens, D.W.; Piercy, N.F.; Shipp, S.H. - In: British journal of management : BJM 7 (1996) 3, pp. 203-218
Persistent link: https://www.econbiz.de/10007206747
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Strategic marketing's new challenge
Cravens, David W. - In: Business horizons 26 (1983) 2, pp. 18-24
Persistent link: https://www.econbiz.de/10003519766
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An exploratory analysis of individual information processing
Cravens, David W. - In: Management science : journal of the Institute of … 16 (1970) 10, pp. 656-670
Persistent link: https://www.econbiz.de/10002037994
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Marketing management in an era of shortages
Cravens, David W. - In: Business horizons 17 (1974) 1, pp. 79-85
Persistent link: https://www.econbiz.de/10002038039
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Marketing strategy positioning
Cravens, David W. - In: Business horizons 18 (1975) 6, pp. 53-61
Persistent link: https://www.econbiz.de/10002038043
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Sales management control level and competencies: Antecedents and consequences
Piercy, Nigel F.; Cravens, David W.; Lane, Nikala - 2009
The pursuit of superior salesperson performance and higher levels of sales organization effectiveness is a growing management priority. Management control is an important antecedent to several aspects of salesperson performance and organizational effectiveness. However, prior research has...
Persistent link: https://www.econbiz.de/10009469257
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Improving measurement of salesman performance : a method for evaluating multiple aspects
Cotham, James C.; Cravens, David W. - In: Business horizons 12 (1969) 3, pp. 79-83
Persistent link: https://www.econbiz.de/10003518734
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Comparative evaluation of empirical response functions in sales management decision making
LaForge, Raymond W.; Cravens, David W.; Ranney, Gipsie B. - In: Journal of business research : JBR 12 (1984) 3, pp. 377-391
Persistent link: https://www.econbiz.de/10003519752
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A conceptual approach for analyzing social/external information forces
Hills, Gerald E.; Cravens, David W. - In: Technological forecasting & social change : an … 8 (1975) 2, pp. 131-145
Persistent link: https://www.econbiz.de/10002833045