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How HRM control affects boundary-spanning employees’ behavioural strategies and satisfaction : The moderating impact of cultural performance orientation

Rouziès, Dominique; Onyemah, Vincent; Panagopoulos, … - HEC Paris (École des Hautes Études Commerciales) - 2008

This study examines how cultural performance orientation moderates the influence of human resource management (HRM) controls on boundary-spanning employees’ behavioural strategies and satisfaction.

Persistent link: https://www.econbiz.de/10005011560

Diener zweier Herren : Vertriebsmanagement

Anderson, Erin; Onyemah, Vincent - In: Vertrieb : Verkäufer führen - Umsatz machen, (pp. 15-23). 2009

Persistent link: https://www.econbiz.de/10003841327

Inconsistencies among the constitutive elements of a sales force control system : test of a configuration theory-based performance prediction

Onyemah, Vincent; Anderson, Erin - In: The journal of personal selling & sales management : JPSSM 29 (2009) 1, pp. 9-24

Persistent link: https://www.econbiz.de/10003946030

Inconsistencies Among the Constitutive Elements of a Sales Force Control System: Test of a Configuration Theory-Based Performance Prediction

Onyemah, Vincent; Anderson, Erin - In: The journal of personal selling & sales management 29 (2009) 1, pp. 9-24

Persistent link: https://www.econbiz.de/10008170173

How Right Should the Customer Be? If your salespeople aren't quite sure who their boss is -- The regional manager? the district manager? the customer? -- It could be a sign that yo...

Anderson, Erin; Onyemah, Vincent - In: Harvard business review : HBR (2006), pp. 58-67

Persistent link: https://www.econbiz.de/10007275692