Unpacking the relationship between sales control and salesperson performance : a regulatory fit perspective
Constantine S. Katsikeas, Seigyoung Auh, Stavroula Spyropoulou, & Bulent Menguc
| Year of publication: |
May 2018
|
|---|---|
| Authors: | Katsikeas, Constantine S. ; Auh, Seigyoung ; Spyropoulou, Stavroula ; Mengüç, Bülent |
| Published in: |
Journal of marketing. - Thousand Oaks, CA : Sage Publishing, ISSN 0022-2429, ZDB-ID 218318-3. - Vol. 82.2018, 3, p. 45-69
|
| Subject: | sales control | exploratory learning | exploitative learning | salesperson performance | regulatory focus theory | Verkaufspersonal | Salespeople | Lernende Organisation | Learning organization | Verkauf | Selling | Arbeitsleistung | Job performance | Performance-Messung | Performance measurement |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1509/jm.16.0346 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011850409