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Ansätze zur Segmentierung von Kunden : wie geeignet sind herkömmliche Konzepte?

Krafft, Manfred; Albers, Sönke - 1999

Persistent link: https://www.econbiz.de/10004600427

Regeln zur Bestimmung des fast-optimalen Angebotsaufwands

Albers, Sönke; Krafft, Manfred - 1999

Persistent link: https://www.econbiz.de/10004762827

Relative explanatory power of agency theory and transaction cost analysis in German salesforces

Krafft, Manfred; Lal, Rajiv; Albers, Sönke - 1996

Persistent link: https://www.econbiz.de/10004592663

Guest editorial: Special section on enhancing sales force productivity

Albers, Sönke; Krafft, Manfred; Mantrala, Murali K. - In: International journal of research in marketing : IJRM ; … 27 (2010) 1, pp. 44-45

Persistent link: https://www.econbiz.de/10009519920

Industrial marketing : a German-American perspective ; with 29 tables

Wilson, David T.; Albers, Sönke - 1986

Persistent link: https://www.econbiz.de/10000071588

An empirical investigation of the antecedents of salesforce control systems

Krafft, Manfred - 1997

11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...

Persistent link: https://www.econbiz.de/10011745184