Exploring the influence of sales management practices on the industrial salesperson: A multi-source hierarchical linear modeling approach

Journal of Business Research

Volumn 60, Issue 7, 2007, Pages 765-775

  Avlonitis, George J ^a   Panagopoulos, Nikolaos G ^a  

^a ATHENS UNIVERSITY OF ECONOMICS AND BUSINESS   (Greece)

Author keywords

Compensation; Hierarchical linear modeling; Role stress; Sales management; Sales organization; Salesperson performance; Territory design; Training

Indexed keywords

EID: 34248566951     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jbusres.2007.02.011     Document Type: Article

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