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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
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An empirical investigation of the antecedents of salesforce control systems
Krafft, Manfred - 1997
Persistent link: https://www.econbiz.de/10011735683
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Measuring the custumer relationship management construct and linking it to performance outcomes
Reinartz, Werner J. (contributor);  … - 2003 - [Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001825341
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Delegating pricing authority to the sales force: why less may be more
Joseph, Kissan; Krafft, Manfred - 2002
Persistent link: https://www.econbiz.de/10001668586
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Successful innovations driven by customer relationship management
Krafft, Manfred; Krieger, Katrin - In: Cross-functional innovation management : perspectives …, (pp. 209-226). 2004
Persistent link: https://www.econbiz.de/10002504823
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Retailing in the 21st century : current and future trends
Krafft, Manfred (ed.) - 2006
Persistent link: https://www.econbiz.de/10003011420
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Perspektiven der Kommunikationspolitik
Krafft, Manfred (contributor) - 2005
Persistent link: https://www.econbiz.de/10003028186
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Valuation of customers in growth companies : a scenario based model
Krafft, Manfred; Rudolf, Markus; Rudolf-Sipötz, Elisabeth - In: Schmalenbach business review : sbr 57 (2005) 2, pp. 103-125
Persistent link: https://www.econbiz.de/10002747077
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Empirical findings and recent trends of direct mailing optimization
Krafft, Manfred; Peters, Kay - In: Marketing : journal of research and management 1 (2005) 1, pp. 26-40
Persistent link: https://www.econbiz.de/10002823855
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When and how information and communication technology orientation affects salespeople's role stress : the interplay of salesperson characteristics and environmental complexity
Kramer, Victoria; Krafft, Manfred - In: European journal of marketing 57 (2023) 3, pp. 659-682
Persistent link: https://www.econbiz.de/10014225994