The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance
Richard Conde, Victor Prybutok and Kenneth Thompson
| Year of publication: |
2023
|
|---|---|
| Authors: | Conde, Richard ; Prybutok, Victor ; Thompson, Kenneth N. |
| Subject: | Autonomous motivation | Control systems | Cultural controls | Formal sales controls | Inside sales | Motivation (psychology) | Operational phone performance | Organizational culture | Sales management | Sales methods | Unternehmenskultur | Corporate culture | Verkauf | Selling | Verkaufspersonal | Salespeople | Controlling | Management control | Leistungsmotivation | Work motivation | Absatz | Sales | Performance-Messung | Performance measurement | Motivation |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1108/JBIM-02-2021-0099 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://ebvufind01.dmz1.zbw.eu/10013539359