PERSPECTIVES ON BEHAVIOR-BASED VERSUS OUTCOME-BASED SALESFORCE CONTROL-SYSTEMS

[1] Adkins Robert T, 1979, IND MARKET MANAG, V8, P207

[2] Anderson E., 1985, MARKET SCI, V4, P234, DOI DOI 10.1287/MKSC.4.3.234

[3] TYPES OF COMPETITION AND THE THEORY OF STRATEGY - TOWARD AN INTEGRATIVE FRAMEWORK [J]. ACADEMY OF MANAGEMENT REVIEW, 1986, 11 (04) : 791 - 800

[4] Basu A., 1985, MARK SCI, V4, P267, DOI [10.1287/mksc.4.4.267, DOI 10.1287/MKSC.4.4.267]

[5] MEASURING THE PERFORMANCE OF INDUSTRIAL SALESPERSONS [J]. JOURNAL OF BUSINESS RESEARCH, 1982, 10 (03) : 355 - 370

[6] THE DETERMINANTS OF SALESPERSON PERFORMANCE - A META-ANALYSIS [J]. JOURNAL OF MARKETING RESEARCH, 1985, 22 (02) : 103 - 118

[7] BARS PERFORMANCE RATING FOR SALES FORCE PERSONNEL [J]. JOURNAL OF MARKETING, 1978, 42 (03) : 87 - 95

[8] COUGHLAN AT, 1986, 86101 MARK SCI I WOR

[9] DARDEN BR, 1970, SO J BUSINESS, V5, P47

[10] SALESMENS RESPONSE TO FINANCIAL INCENTIVES - EMPIRICAL STUDY [J]. JOURNAL OF MARKETING RESEARCH, 1974, 11 (04) : 418 - 426

[1] Adkins Robert T, 1979, IND MARKET MANAG, V8, P207

[2] Anderson E., 1985, MARKET SCI, V4, P234, DOI DOI 10.1287/MKSC.4.3.234

[3] TYPES OF COMPETITION AND THE THEORY OF STRATEGY - TOWARD AN INTEGRATIVE FRAMEWORK [J]. ACADEMY OF MANAGEMENT REVIEW, 1986, 11 (04) : 791 - 800

[4] Basu A., 1985, MARK SCI, V4, P267, DOI [10.1287/mksc.4.4.267, DOI 10.1287/MKSC.4.4.267]

[5] MEASURING THE PERFORMANCE OF INDUSTRIAL SALESPERSONS [J]. JOURNAL OF BUSINESS RESEARCH, 1982, 10 (03) : 355 - 370

[6] THE DETERMINANTS OF SALESPERSON PERFORMANCE - A META-ANALYSIS [J]. JOURNAL OF MARKETING RESEARCH, 1985, 22 (02) : 103 - 118

[7] BARS PERFORMANCE RATING FOR SALES FORCE PERSONNEL [J]. JOURNAL OF MARKETING, 1978, 42 (03) : 87 - 95

[8] COUGHLAN AT, 1986, 86101 MARK SCI I WOR

[9] DARDEN BR, 1970, SO J BUSINESS, V5, P47

[10] SALESMENS RESPONSE TO FINANCIAL INCENTIVES - EMPIRICAL STUDY [J]. JOURNAL OF MARKETING RESEARCH, 1974, 11 (04) : 418 - 426