The impact of sales management controls on the entrepreneurial orientation of the sales department

This study investigates the importance of an entrepreneurial orientation of the sales department (SEO) as a strategic orientation in a challenging environment and the role of sales management controls in fostering SEO. The relationships are hypothesized to be contingent on the competitive intensity of the environment.

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Year of publication:	2013
Authors:	Spillecke, Susanne B. ; Brettel, Malte
Published in:	European Management Journal. - Elsevier, ISSN 0263-2373. - Vol. 31.2013, 4, p. 410-422
Publisher:	Elsevier
Subject:	Sales management \| Management control \| Entrepreneurial orientation \| Entrepreneurship \| Contingency approach

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Type of publication:	Article
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10010786700