Construct · 1 fields · 1 citations

salesforce control systems: a standalone construct

One name. One construct. A landmark on the map.

● anchor · a standalone construct Nearest construct by meaning·not indexed

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Personal selling

how firms monitor, direct and reward salespeople, by behaviors or by outcomes.

In personal selling, salesforce control systems refers to how firms monitor, direct and reward salespeople, by behaviors or by outcomes. This meaning comes from Anderson (1987) in Journal of Marketing.[1]

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Nearby constructs

control4 fields · 5 citationsjingle · one word, four constructs monitor1 fields · 1 citationsanchor · a standalone construct reward4 fields · 7 citationsjingle · one word, four constructs

References

Anderson, E., & Oliver, R. L. (1987). Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems. Journal of Marketing, 51(4), 76-88. https://doi.org/10.1177/002224298705100407

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