Regaining control of salesforce
Stephen K. Kim, Yeon Sung Jung
| Year of publication: |
August 2018
|
|---|---|
| Authors: | Kim, Stephen K. ; Jung, Yeon Sung |
| Published in: |
Industrial marketing management : the international journal for industrial and high-tech firms. - New York, NY [u.a.] : Elsevier, ISSN 0019-8501, ZDB-ID 120124-4. - Vol. 73.2018, p. 84-98
|
| Subject: | Salesforce management | Control loss | Salesforce opportunism | Shirking | Influence activities | Output control | Behavior control | Discriminating match | Verkaufspersonal | Salespeople | Controlling | Management control | Theorie | Theory | Kontrolle | Control | Prinzipal-Agent-Theorie | Agency theory |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1016/j.indmarman.2018.01.035 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011904675