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Research article

First published 2013-12

Sales force control system: Review and perspectives

Said Echchakoui

Recherche et Applications en Marketing (English Edition)

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Research article

First published 1999-7

An Empirical Investigation of the Antecedents of Sales Force Control Systems

Manfred Krafft

Journal of Marketing

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Research article

First published 1990-09

Management Control in Sales Forces: A Case Study from the Labour Process of Life Insurance

David Knights, Glenn Morgan

Work,Employment and Society

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Research article

First published 2005-01

Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation

Devon S. Johnson, Sundar Bharadwaj

Journal of the Academy of Marketing Science

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Research article

First published 2010-7

Energizing the Reseller's Sales Force: The Power of Brand Identification

Douglas E. Hughes, Michael Ahearne

Journal of Marketing

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Research article

First published 2010-8

Managing Sales Force Product Perceptions and Control Systemsinthe Success of New Product Introductions

Michael Ahearne, Adam Rapp, Douglas E. Hughes [...]

Journal of Marketing Research

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Research article

First published 2022-11

Onboarding Salespeople: Socialization Approaches

Phillip Wiseman, Michael Ahearne, Zachary Hall [...]

Journal of Marketing

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Research article

First published 1963-10

The use of Mathematical Models in Marketing

Philip Kotler

Journal of Marketing

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Research article

First published 1976-2

Job Performance Related to Management Control Systems for Pharmaceutical Salesmen

Charles M. Futrell, John E. Swan, John T. Todd

Journal of Marketing Research

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Research article

First published 2018-10

Does Selective Sales Force Training Work?

Yashar Atefi, Michael Ahearne, James G. Maxham [...]

Journal of Marketing Research

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