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A cross-national investigation of incentive sales compensation

✍ Scribed by Michael Segalla; Dominique Rouziès; Madeleine Besson; Barton A. Weitz

Book ID
116568418
Publisher
Elsevier Science
Year
2006
Tongue
English
Weight
299 KB
Volume
23
Category
Article
ISSN
0167-8116

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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, knowledge