Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

International Journal of Research in Marketing

Volumn 13, Issue 4, 1996, Pages 345-363

  Babakus, Emin ^a   Cravens, David W ^b   Grant, Ken ^c   Ingram, Thomas N ^d   LaForge, Raymond W ^e  

^a UNIVERSITY OF MEMPHIS   (United States)

^b TEXAS CHRISTIAN UNIVERSITY   (United States)

^c MONASH UNIVERSITY   (Australia)

^d Department of Environmental and Radiological Health Sciences   (United States)

^e UNIVERSITY OF LOUISVILLE   (United States)

Author keywords

Sales management control; Sales organization effectiveness; Sales territory design; Salesforce performance

Indexed keywords

EID: 0030269167     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0167-8116(96)00016-X     Document Type: Article

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