Consequences of sales management control in field sales organizations: A cross-national perspective

International Business Review

Volumn 11, Issue 5, 2002, Pages 577-609

  Baldauf, Artur ^a   Cravens, David W ^b   Grant, Kegn ^c  

^a UNIVERSITY OF BERN   (Switzerland)

^b TEXAS CHRISTIAN UNIVERSITY   (United States)

^c MONASH UNIVERSITY   (Australia)

Author keywords

Cross national study; Field sales managers; Sales management control strategies

Indexed keywords

EID: 0036797003     PISSN: 09695931     EISSN: None     Source Type: Journal    
DOI: 10.1016/S0969-5931(02)00038-0     Document Type: Article

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