Dual control of salesforce in partially integrated channels
Stephen K.Kim, Amrit Tiwana
| Year of publication: |
September 2017
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|---|---|
| Authors: | Kim, Stephen K. ; Tiwana, Amrit |
| Published in: |
Journal of retailing. - New York, NY [u.a.] : Elsevier, ISSN 0022-4359, ZDB-ID 410802-4. - Vol. 93.2017, 3, p. 304-316
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| Subject: | Partially integrated channel | Process control | Outcome control | Discriminating alignment | Salesforce performance | Vertriebsweg | Distribution channel | Verkaufspersonal | Salespeople | Controlling | Management control |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.jretai.2017.04.003 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011744839