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Globalization of the Sales Organization:: Management Control and Its Consequences

✍ Scribed by DAVID W. CRAVENS; NIGEL F. PIERCY; GEORGE S. LOW

Book ID
116807213
Publisher
Elsevier Science
Year
2006
Tongue
English
Weight
314 KB
Volume
35
Category
Article
ISSN
0090-2616

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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