The effects of formal controls on supervisee trust in the manager in new product selling: Evidence from young and inexperienced salespeople in China

Journal of Product Innovation Management

Volumn 23, Issue 4, 2006, Pages 342-358

  Atuahene Gima, Kwaku ^a   Li, Haiyang ^b  

^a CHINA EUROPE INTERNATIONAL BUSINESS SCHOOL   (China)

^b RICE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

FORMAL CONTROLS; PARTICIPATIVE SUPERVISION; SUPERVISEE TRUST;

PERSONNEL TRAINING; PROCESS CONTROL; SALES; SUPERVISORY PERSONNEL;

PRODUCT DEVELOPMENT;

EID: 33745299447     PISSN: 07376782     EISSN: 15405885     Source Type: Journal    
DOI: 10.1111/j.1540-5885.2006.00206.x     Document Type: Conference Paper

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