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A NEW CONCEPTUAL FRAMEWORK OF SALES FORCE CONTROL SYSTEMS
research sales force control systems simple conceptualization of control transactional and customer relationship-building performances
2011/10/6
An important stream of research has recently studied sales force control systems (SFCS). Most studies have relied on a simple conceptualization of control, especially outcome-/behavior-based and forma...
The Joint Influence of Control Strategies and Market Turbulence on Strategic Performance in Sales-Driven Organizations
Control Strategies Market Turbulence Strategic Performance Sales-Driven Organizations
2009/7/15
The effect of management control efforts on organizational actors' participation in
the strategy process is investigated. Results from a survey of sales-driven
organizations indicate that self, pr...