In this study we explore the effects of behavior-based sales management control on salesperson characteristics, salesperson performance and sales organization effectiveness with data collected from field sales managers in Australia and Austria. Considering this cross-national perspective,...

Maintaining the standard of living in small open economies requires engaging in international exchange. We report the results of a study that was conducted in Austria and refer to certain of the dramatic changes taking place in Europe. The objective is to examine decision-makers' experiences in...

A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in...