Sales management control level and competencies: Antecedents and consequences von Piercy, Nigel F., Cravens, David W., Lane, Nikala

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Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support von Piercy, N. F.

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The Role of Emotional Exhaustion in Sales Force Attitude and Behavior Relationships von Babakus, Emin, Cravens, David W, Johnston, Mark, Moncrief, William C

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Formal and informal management control combinations in sales organizations: The impact on salesperson consequences von Cravens, David W, Lassk, Felicia G, Low, George S, Marshall, Greg W, Moncrief, William C

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The Role of Satisfaction with Territory Design on the Motivation, Attitudes, and Work Outcomes of Salespeople von Grant, K., Cravens, D. W., Low, G. S., Moncrief, W. C.

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Sales Manager Behavior-Based Control and Salesperson Performance: The effects of Manager Control Competencies and Organizational Citizenship Behavior von Piercy, Nigel F., Cravens, David W., Lane, Nikala

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New Organizational Forms for Competing in Highly Dynamic Environments: the Network Paradigm von Cravens, David W., Piercy, Nigel F., Shipp, Shannon H.

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Examining determinants of export performance in small open economies von Baldauf, Artur, Cravens, David W, Wagner, Udo

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Relationships between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness von Piercy, Nigel F., Cravens, David W., Morgan, Neil A.

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Examining the effectiveness of sales management control practices in developing countries von Piercy, Nigel F., Low, George S., Cravens, David W.

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Sales Management Control Research-Synthesis and an Agenda For Future Research von Baldauf, Artur, Cravens, David W., Piercy, Nigel F.

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Examining Gender Differences in Field Sales Organizations von Moncrief, William C, Babakus, Emin, Cravens, David W, Johnston, Mark W

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Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness von Piercy, Nigel F., Low, George S., Cravens, David W.

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Implementation Strategies in the Market-Driven Strategy Era von Cravens, David W

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Thinking strategically about pricing decisions von Piercy, Nigel F., Cravens, David W., Lane, Nikala

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Examining the consequences of sales management control strategies in European field sales organizations von Baldauf, Artur, Cravens, David W., Piercy, Nigel F.

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Management framework guiding strategic thinking in rapidly changing markets von Cravens, David W., Piercy, Nigel F., Baldauf, Artur

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Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries von Piercy, Nigel F., Low, George S., Cravens, David W.

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Strategic alignment for sales organization transformation von LaForge, Raymond W., Ingram, Thomas N., Cravens, David W.

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The innovation challenges of proactive cannibalisation and discontinuous technology von Cravens, David W., Piercy, Nigel F., Low, George S.

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