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Die Steuerung des Außendienstes mit Deckungsbeiträgen
Schott, Barbara - In: Schmalenbachs Zeitschrift für betriebswirtschaftliche … 29 (1977) 3, pp. 49-60
Persistent link: https://www.econbiz.de/10003675340
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Mit Vertreterprovisionen Konkurrenz parieren! : das Praxisbeispiel zeigt, wie wir Vertreterprovisionen auf dem Deckungs beitrag der Produkte aufbauen
Steiner, Frank - In: IO : Management-Zeitschrift industrielle Organisation 47 (1978) 7/8, pp. 350-353
Persistent link: https://www.econbiz.de/10003686041
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The effect of managerial cost prioritization on sales force turnover
Skiba, Jennifer; Saini, Amit; Friend, Scott B. - In: Journal of business research : JBR 69 (2016) 12, pp. 5917-5924
Persistent link: https://www.econbiz.de/10011597556
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The salesperson as outside agent or employee : a transaction cost analysis
Anderson, Erin - In: Marketing science : the marketing journal of the … 27 (2008) 1, pp. 70-84
Persistent link: https://www.econbiz.de/10003709028
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Success factors for personal sale - transaction oriented
Vasiliu, Daniel Mihai - In: Acta Universitatis Danubius / Oeconomica 7 (2011) 3, pp. 121-127
Persistent link: https://www.econbiz.de/10009706596
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Salesperson profitability in relationship marketing
Echchakoui, Said - In: Journal of modelling in management 9 (2014) 3, pp. 306-323
Persistent link: https://www.econbiz.de/10010463695
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Commentary: practical insights for sales force digitalization success : the scholar's perspective
Cron, William L.; Baldauf, Artur - In: Journal of personal selling & sales management : JPSSM 41 (2021) 2, pp. 103-106
Persistent link: https://www.econbiz.de/10012584535
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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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Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships
Crosno, Jody; Dahlstrom, Robert; Friend, Scott B. - In: Journal of personal selling & sales management : JPSSM 40 (2020) 3, pp. 161-179
Persistent link: https://www.econbiz.de/10012313070