Relationships between sales management control, territory design, salesforce performance and sales organization effectiveness
Article Abstract:
Salesforce behavioral performance is positively associated with salesforce outcome performance. A sample of British companies reveals high, positive correlations between various components of behavioral performance, such as technical knowledge and sales presentations, and outcome performance. Such type of correlation indicates a high degree of association in the expected direction between behavioral performance and outcome performance. The sample also reveals a positive association between salesforce outcome performance and sales organization effectiveness.
Publication Name: British Journal of Management
Subject: Business, general
ISSN: 1045-3172
Year: 1999
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Competitive advantage, quality strategy and the role of marketing
Article Abstract:
Studies on the connection between competitive strategy, quality of service, quality of products and the place of marketing in quality strategy are examined, and comparison are made between the studies and the views of executives interviewed. Research is restricted because there are few studies available which a directly connected to the subject. There needs to be a greater comprehension of quality so that the relationship between quality management and marketing can be explored.
Publication Name: British Journal of Management
Subject: Business, general
ISSN: 1045-3172
Year: 1996
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New organizational forms for competing in highly dynamic environments
Article Abstract:
The various kinds of organizational networks are analysed. There are are virtual networks, value-added networks, flexible networks and hollow networks. The formation of networks is dependent on trust being established between organisations, which may share risks and consider organisational objectives with a view to collaborating and gaining competitive edge. Priorities need to be established and management systems set up to suit new structures.
Publication Name: British Journal of Management
Subject: Business, general
ISSN: 1045-3172
Year: 1996
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