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Mapping methodological frontiers in cross-national management control research

✍ Scribed by Alnoor Bhimani


Book ID
117501175
Publisher
Elsevier Science
Year
1999
Tongue
English
Weight
253 KB
Volume
24
Category
Article
ISSN
0361-3682

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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