Margaret Weber, Mary; Dodd, James L.; Wood, Robert E.; … - In: Journal of Business & Industrial Marketing 12 (1997) 2, pp. 103-117
In the 1970s and early 1980s several studies recommended using a framework based on a 1977 Hulbert and Toy model for analyzing marketing variances. Proposes adaptation of the model to control the processes of sales planning and sales performance, not the performance of individuals as originally...