Consequences of sales management control in field sales organizations: a cross-national perspective
✍ Scribed by Artur Baldauf; David W Cravens; Kegn Grant
- Publisher
- Elsevier Science
- Year
- 2002
- Tongue
- English
- Weight
- 152 KB
- Volume
- 11
- Category
- Article
- ISSN
- 0969-5931
No coin nor oath required. For personal study only.
✦ Synopsis
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 should be added to the limited international sales management literature. The study findings provide strong support for positive relationships between behaviorbased control and salesperson characteristics, salesperson outcome performance, and sales organization effectiveness. The results offer encouraging support of the cross-national relevance of the sales management behavior-based control model.