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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

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Benet-Zepf, AT.; Marin-Garcia, JA.; Küster, I. (2018). Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review. Intangible Capital. 14(2):387-408. https://doi.org/10.3926/ic.1222

Por favor, use este identificador para citar o enlazar este ítem: http://hdl.handle.net/10251/120248

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Title: Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review
Author:
UPV Unit: Universitat Politècnica de València. Departamento de Organización de Empresas - Departament d'Organització d'Empreses
Issued date:
Abstract:
[EN] Purpose: To identify all types of sales force control systems in the academic literature, and to cluster the mediators between these controls and the performances, according to the AMO model (abilities, motivations, ...[+]
Subjects: Sales control systems , Sales management , AMO model , Behavior control , Output control
Copyrigths: Reconocimiento - No comercial (by-nc)
Source:
Intangible Capital. (issn: 1697-9818 )
DOI: 10.3926/ic.1222
Publisher:
Omnia Publisher SL
Publisher version: https://doi.org/10.3926/ic.1222
Type: Artículo

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