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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

Benet-Zepf, Alejandro Teodoro; Marin-Garcia, Juan A.; Küster, Ines (Omnia Publisher SL, 2018)

[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, ...
Los sistemas de control de la fuerza de ventas

Miguel Molina, María de; Benet, Alejandro (Editorial Universitat Politècnica de València, 2012-06)

[EN] The objective of this paper is to analyze the suitability of the systems used to control the sales force: those that use the results as a reference and those that take into account aspects related to the behavior ...
Salesforce control systems as direct antecedents of salesperson and sales unit performance: A literature review

Benet-Zepf, Alejandro Teodoro; Marin-Garcia, Juan A.; Küster, Ines (Omics Publishing Group, 2017)

[EN] The impact from sales control systems on individual and organizational effectiveness has been a major issue for scholars since these systems were conceptualized by Anderson and Oliver and Jaworski. Salesperson behavioral ...

Mostrando ítems 1-3 de 3