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Strategic marketing
Cravens, David W. - 2000 - 6. ed.
Persistent link: https://www.econbiz.de/10004586280
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Achieving Sales Organization Effectiveness
Cravens, David W. - In: The Oxford handbook of strategic sales and sales management. 2011
Persistent link: https://www.econbiz.de/10012886008
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Strategic marketing
Cravens, David W. - 1982
Persistent link: https://www.econbiz.de/10004050151
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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
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An analytical approach for evaluating sales territory performance
Cravens, David W.; Woodruff, Robert B.; Stamper, Joe C. - In: Journal of marketing 36 (1972) 1, pp. 31-37
Persistent link: https://www.econbiz.de/10002037962
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Characteristics and purchase preferences of interstate highway travelers
Cravens, David W.; Cotham, James C. - In: Journal of retailing 46 (1970/1971) 4, pp. 58-68
Persistent link: https://www.econbiz.de/10002037974
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Consumerism : a perspective for business
Cravens, David W.; Hills, Gerald E. - In: Business horizons 13 (1970) 4, pp. 21-28
Persistent link: https://www.econbiz.de/10002037981