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...