Stratégies compétitives, contrôle des vendeurs et performance de la force de vente
Author
Abstract
Suggested Citation
Download full text from publisher
References listed on IDEAS
- 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.
- Roderick E. White, 1986. "Generic business strategies, organizational context and performance: An empirical investigation," Strategic Management Journal, Wiley Blackwell, vol. 7(3), pages 217-231, May.
- Stanley F. Slater & Eric M. Olson, 2000. "Strategy type and performance: the influence of sales force management," Strategic Management Journal, Wiley Blackwell, vol. 21(8), pages 813-829, August.
- 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.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Mohamad Reza Sanaei & Farzad Movahedi Sobhani, 2018. "Information technology and e-business marketing strategy," Information Technology and Management, Springer, vol. 19(3), pages 185-196, September.
- Groza, Mark D. & Groza, Mya Pronschinske, 2018. "Salesperson regulatory knowledge and sales performance," Journal of Business Research, Elsevier, vol. 89(C), pages 37-46.
- Kwak, Hyokjin & Anderson, Rolph E. & Leigh, Thomas W. & Bonifield, Scott D., 2019. "Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction," Journal of Business Research, Elsevier, vol. 94(C), pages 42-55.
- Manrique Hernández-Ramírez & Ronald Mora-Esquivel & Juan Carlos Leiva, 2022. "Orientación emprendedora y desempeno innovador en mipymes. El rol moderador de la orientación estratégica," Estudios Gerenciales, Universidad Icesi, vol. 38(162), pages 95-108, March.
- A. Varadaraj & M. Prasanna Mohan Raj & S. Ananth, 2021. "The Impact of Human Resource Management Policies on Business and Marketing Strategy Implementation within the Marketing Organization," Eastern European Journal for Regional Studies (EEJRS), Center for Studies in European Integration (CSEI), Academy of Economic Studies of Moldova (ASEM), vol. 7(2), pages 182-207, December.
- Johnson, Jeff S. & Friend, Scott B. & Agrawal, Arvind, 2016. "Dimensions and contingent effects of variable compensation system changes," Journal of Business Research, Elsevier, vol. 69(8), pages 2923-2930.
- Hansen, Kare, 2004. "Measuring performance at trade shows: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 1-13, January.
- Auh, Seigyoung & Menguc, Bulent, 2005. "Balancing exploration and exploitation: The moderating role of competitive intensity," Journal of Business Research, Elsevier, vol. 58(12), pages 1652-1661, December.
- Katsikea, Evangelia & Theodosiou, Marios & Perdikis, Nick & Kehagias, John, 2011. "The effects of organizational structure and job characteristics on export sales managers' job satisfaction and organizational commitment," Journal of World Business, Elsevier, vol. 46(2), pages 221-233, April.
- Panagopoulos, Nikolaos G. & Avlonitis, George J., 2010. "Performance implications of sales strategy: The moderating effects of leadership and environment," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 46-57.
- Yi-Chia Chiu & Hsien-Che Lai & Yi-Ching Liaw & Tai-Yu Lee, 2010. "Technological scope: diversified or specialized," Scientometrics, Springer;Akadémiai Kiadó, vol. 82(1), pages 37-58, January.
- Chang, Shih-Chi, 2010. "Bandit cellphones: A blue ocean strategy," Technology in Society, Elsevier, vol. 32(3), pages 219-223.
- García-Villaverde, Pedro M. & Ruiz-Ortega, María J. & Parra-Requena, Gloria, 2012. "Towards a comprehensive model of entry timing in the ICT industry: Direct and indirect effects," Journal of World Business, Elsevier, vol. 47(2), pages 297-310.
- Sajid Hussain Awan & Nazia Habib & Chaudhry Shoaib Akhtar & Shaheryar Naveed, 2020. "Effectiveness of Performance Management System for Employee Performance Through Engagement," SAGE Open, , vol. 10(4), pages 21582440209, October.
- Ranjith Appuhami & Sujatha Perera & Hector Perera, 2011. "Management Controls in Public–Private Partnerships: An Analytical Framework," Australian Accounting Review, CPA Australia, vol. 21(1), pages 64-79, March.
- Good, Megan C. & Schwepker, Charles H., 2022. "Business-to-business salespeople and political skill: Relationship building, deviance, and performance," Journal of Business Research, Elsevier, vol. 139(C), pages 32-43.
- Deepak K. Datta & Xin Liang & Martina Musteen, 2009. "Strategic Orientation and the Choice of Foreign Market Entry Mode," Management International Review, Springer, vol. 49(3), pages 269-290, June.
- Schul, Patrick L. & Davis, Peter S. & Hartline, Michael D., 1995. "Strategic adaptation to extended rivalry : Effects on organizational performance," Journal of Business Research, Elsevier, vol. 33(2), pages 129-142, June.
- Enrique Claver & Jose Molina & Juan Tari, 2003. "Strategic groups and firm performance: the case of Spanish house-building firms," Construction Management and Economics, Taylor & Francis Journals, vol. 21(4), pages 369-377.
- Bryan Hong, 2020. "Power to the outsiders: External hiring and decision authority allocation within organizations," Strategic Management Journal, Wiley Blackwell, vol. 41(9), pages 1628-1652, September.
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
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:dij:revfcs:v:6:y:2003:i:q3:p:137-159. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Informatique Technique MSH Dijon (email available below). General contact details of provider: http://www.revues.org/ .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.