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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/10005354235

Improving measurement of salesman performance : A method for evaluating multiple aspects

Cotham, James III; Cravens, David W. - In: Business Horizons 12 (1969) 3, pp. 79-83

Persistent link: https://www.econbiz.de/10005354279

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/10005354453

Improving salesforce productivity

LaForge, Raymond W.; Cravens, David W.; Young, Clifford E. - In: Business Horizons 28 (1985) 5, pp. 50-59

Persistent link: https://www.econbiz.de/10005354533

Market-driven strategies for competitive advantage

Cravens, David W.; Shipp, Shannon H. - In: Business Horizons 34 (1991) 1, pp. 53-61

Persistent link: https://www.econbiz.de/10005354885

ARTICLES - Examining Determinants of Export Performance in Small Open Economics

Baldauf, Artur; Cravens, David W.; Wagner, Udo - In: Journal of world business : JWB 35 (2000) 1, pp. 61-79

Persistent link: https://www.econbiz.de/10005896602

Examining the effectiveness of sales management control practices in developing countries

Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of world business : JWB 39 (2004) 3, pp. 255-267

Persistent link: https://www.econbiz.de/10005883288

Globalization of the Sales Organization:

Cravens, David W.; Piercy, Nigel F.; Low, George S. - In: Organizational dynamics : a quarterly review of … 35 (2006) 3, pp. 291

Persistent link: https://www.econbiz.de/10007287961

Integrating Contemporary Strategic Management Perspectives

Cravens, David W.; Greenley, Gordon; Piercy, Nigel F.; … - In: Long range planning : LRP ; international journal of … 30 (1997) 4, pp. 493-506

Persistent link: https://www.econbiz.de/10007368944

Consequences of sales management control in field sales organizations: a cross-national perspective

Baldauf, Artur; Cravens, David W.; Grant, Kegn - In: International Business Review 11 (2002) 5, pp. 577-609

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,...

Persistent link: https://www.econbiz.de/10009213064