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Journal of Personal Selling & Sales Management Volume 35, 2015 - Issue 3
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Does choice of sales control conceptualization matter? An empirical comparison of existing conceptualizations and directions for future research

Nikolaos G. PanagopoulosDepartment of Marketing, Culverhouse College of Commerce and Business Administration, The University of Alabama, 126 Mary Alston Hall, Box 870225, Tuscaloosa, AL35487, USACorrespondence[email protected]
,
Catherine M. Johnson
&
David L. Mothersbaugh
Pages 221-246 | Received 18 Nov 2013, Accepted 05 Feb 2015, Published online: 05 Mar 2015

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Read on this site (1)

Stacey L. Malek, Shikhar Sarin & Bernard J. Jaworski. (2018) Sales management control systems: review, synthesis, and directions for future exploration. Journal of Personal Selling & Sales Management 38:1, pages 30-55.
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Articles from other publishers (7)

Richard Conde, Victor Prybutok & Kenneth Thompson. (2022) The moderating role of cultural controls on the relationship between traditional formal sales controls and inside salesperson performance. Journal of Business & Industrial Marketing 38:3, pages 622-636.
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Stacey L. Malek, Shikhar Sarin & Bernard J. Jaworski. (2022) A measurement model of the dimensions and types of informal organizational control: An empirical test in a B2B sales context. International Journal of Research in Marketing 39:2, pages 415-442.
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Edward O’Donnell & Laurence Marsh. (2021) The Impact of Compensation Structure on Salesperson Perceptions and Behaviors: Insights From the Sales Literature. Compensation & Benefits Review 54:1, pages 3-11.
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Richard Conde & Victor Prybutok. (2020) Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation. Journal of Business & Industrial Marketing 36:5, pages 867-880.
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Melanie P. Lorenz, Jase R. Ramsey, James “Mick” Andzulis & George R. Franke. (2020) The Dark Side of Cultural Intelligence: Exploring Its Impact on Opportunism, Ethical Relativism, and Customer Relationship Performance. Business Ethics Quarterly 30:4, pages 552-590.
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Vikrant Sihag & Serge A. Rijsdijk. (2018) Organizational Controls and Performance Outcomes: A Meta‐Analytic Assessment and Extension. Journal of Management Studies 56:1, pages 91-133.
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Stephen K. Kim & Yeon Sung Jung. (2018) Regaining control of salesforce. Industrial Marketing Management 73, pages 84-98.
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