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Examining the effectiveness of sales management control practices in developing countries

Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of World Business 39 (2004) 3, pp. 255-267

Management control consists of managers' initiatives to direct and influence employees for the purpose of achieving an organization's objectives. Sales management control is identified as an important antecedent of several salesperson and organizational consequences in prior developed country...

Persistent link: https://www.econbiz.de/10009200291

Country differences concerning sales organization and salesperson antecedents of sales unit effectiveness

Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of World Business 46 (2011) 1, pp. 104-115

A global perspective on relevant antecedents of sales organization effectiveness is an important research issue. We investigate four antecedents of sales organization effectiveness, including sales unit design, salesperson turnover, organizational commitment, and performance of salespeople, in...

Persistent link: https://www.econbiz.de/10009201787

Formal and informal management control combinations in sales organizations: The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of Business Research 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10005466406

Antecedents and consequences of salesperson burnout

Low, George S.; Cravens, David W.; Grant, Ken; … - In: European journal of marketing : EJM 35 (2001) 5-6, pp. 587-611

Persistent link: https://www.econbiz.de/10006090840

Formal and informal management control combinations in sales organizations - The impact on salesperson consequences

Cravens, David W.; Lassk, Felicia G.; Low, George S.; … - In: Journal of business research : JBR 57 (2004) 3, pp. 241-248

Persistent link: https://www.econbiz.de/10006719058

Globalization of the Sales Organization:

Cravens, David W.; Piercy, Nigel F.; Low, George S. - In: Organizational dynamics : a quarterly review of … 35 (2006) 3, pp. 291

Persistent link: https://www.econbiz.de/10007287961

Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries

Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of international marketing 12 (2004) 3, pp. 30-57

Persistent link: https://www.econbiz.de/10007229328

The Control Factor - Less isn't always more when it comes to management control of sales.

Cravens, David W.; Marshall, Greg W.; Lassk, Felicia G.; … - In: Marketing management : a quarterly business management … 13 (2004) 1, pp. 38-44

Persistent link: https://www.econbiz.de/10007230905

The Role of Satisfaction With Territory Design on the Motivation, Attitudes, and Work Outcomes of Salespeople

Grant, Ken; Cravens, David W.; Low, George S.; … - In: Journal of the Academy of Marketing Science 29 (2001) 2, pp. 165-178

Persistent link: https://www.econbiz.de/10006152170

Examining the effectiveness of sales management control practices in developing countries

Piercy, Nigel F.; Low, George S.; Cravens, David W. - In: Journal of world business : JWB 39 (2004) 3, pp. 255-267

Persistent link: https://www.econbiz.de/10005883288