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Research article

First published 2004-9

Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries

Nigel F. Piercy, George S. Low, David W. Cravens

Journal of International 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 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 1968-8

Controlling Risk and Return in the Management of a Sales Team

Roger A. Layton

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 2006-04

Driving Organizational Citizenship Behaviors and Salesperson In-Role Behavior Performance: The Role of Management Control and Perceived Organizational Support

Nigel F. Piercy, David W. Cravens, Nikala Lane [...]

Journal of the Academy of Marketing Science

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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 2011-1

Marketing in the C-Suite: A Study of Chief Marketing Officer Power in Firms’ Top Management Teams

Pravin Nath, Vijay Mahajan

Journal of Marketing

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Research article

First published 2007-03

Control Sales in Family Firms

Lynda Livingston

Family Business Review

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Research article

First published 2005-10

Control Systems’ Effect on Attributional Processes and Sales Outcomes: A Cybernetic Information-Processing Perspective

Eric Fang, Kenneth R. Evans, Timothy D. Landry

Journal of the Academy of Marketing Science

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