Does choice of sales control conceptualization matter? : an empirical comparison of existing conceptualizations and directions for future research
Year of publication: |
2015
|
---|---|
Authors: | Panagopoulos, Nikolaos G. ; Johnson, Catherine M. ; Mothersbaugh, David L. |
Published in: |
The journal of personal selling & sales management : JPSSM. - Philadelphia, PA : Taylor & Francis Group, LLC, ISSN 0885-3134, ZDB-ID 901152-3. - Vol. 35.2015, 3, p. 221-246
|
Subject: | sales controls | salesperson | performance | measurement | formative/reflective indicators | Performance-Messung | Performance measurement | Verkaufspersonal | Salespeople | Verkauf | Selling | Controlling | Management control |
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