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An Empirical Investigation of Perceptual Incongruence Between Sales Managers and Salespeople as to Sales Force Control System Application

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  • Jozée Lapierre
  • Bernard Sinclair-Desgagné

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  • Jozée Lapierre & Bernard Sinclair-Desgagné, 2004. "An Empirical Investigation of Perceptual Incongruence Between Sales Managers and Salespeople as to Sales Force Control System Application," CIRANO Working Papers 2004s-10, CIRANO.
    • Handle: RePEc:cir:cirwor:2004s-10
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    File URL: https://cirano.qc.ca/files/publications/2004s-10.pdf
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    References listed on IDEAS

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    1. N. Venkatraman, 1989. "Strategic Orientation of Business Enterprises: The Construct, Dimensionality, and Measurement," Management Science, INFORMS, vol. 35(8), pages 942-962, August.
    2. Coughlan, Anne T & Narasimhan, Chakravarthi, 1992. "An Empirical Analysis of Sales-Force Compensation Plans," The Journal of Business, University of Chicago Press, vol. 65(1), pages 93-121, January.
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