The Influence of the Selling Situation on the Effectiveness of Control: Toward a Holistic Perspective

An important decision facing sales managers is how to coordinate the sales force. Although prior research has studied the linkage between control and salesperson performance, results remain equivocal. Drawing from the literature on control system and fit theory, the authors suggest that individual,...

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Veröffentlicht in:	The Journal of personal selling & sales management 2007-06, Vol.27 (3), p.221-233
Hauptverfasser:	Flaherty, Karen E., Arnold, Todd J., Shane Hunt, C.
Format:	Artikel
Sprache:	eng
Schlagworte:	Control systems Marketing Personal empowerment Process control Questionnaires Sales management Sales personnel Sales representatives Sales strategies Studies Turbulence
Online-Zugang:	Volltext
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