Stratégies compétitives, contrôle des vendeurs et performance de la force de vente
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- Challagalla, Goutam N. & Shervani, Tasadduq A., 1997. "A measurement model of the dimensions and types of output and behavior control: An empirical test in a salesforce context," Journal of Business Research, Elsevier, vol. 39(3), pages 159-172, July.
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- Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
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More about this item
Keywords
ajustement; contrôle; force de vente; performance; stratégie de différenciation; control; differentiation strategy; fit; performance; sales force.;All these keywords.
JEL classification:
- M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
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