Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

Emin Babakus; David W Cravens; Kenneth Douglas Grant; Thomas N Ingram; Raymond W LaForge

Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

Emin Babakus, David W Cravens, Kenneth Douglas Grant, Thomas N Ingram, Raymond W LaForge

Department of Marketing

Research output: Chapter in Book/Report/Conference proceeding › Chapter (Book) › Research › peer-review

Original language	English
Title of host publication	Marketing Controllership
Editors	Richard M S Wilson
Place of Publication	Aldershot UK
Publisher	Ashgate Publishing Limited
Pages	401 - 419
Number of pages	19
ISBN (Print)	1855215934
Publication status	Published - 2001

Cite this

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title = "Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness",

author = "Emin Babakus and Cravens, \{David W\} and Grant, \{Kenneth Douglas\} and Ingram, \{Thomas N\} and LaForge, \{Raymond W\}",

year = "2001",

language = "English",

isbn = "1855215934",

pages = "401 -- 419",

editor = "Wilson, \{Richard M S\}",

booktitle = "Marketing Controllership",

publisher = "Ashgate Publishing Limited",

address = "United Kingdom",

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Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness. / Babakus, Emin; Cravens, David W; Grant, Kenneth Douglas et al.
Marketing Controllership. ed. / Richard M S Wilson. Aldershot UK: Ashgate Publishing Limited, 2001. p. 401 - 419.

Research output: Chapter in Book/Report/Conference proceeding › Chapter (Book) › Research › peer-review

TY - CHAP

T1 - Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

AU - Babakus, Emin

AU - Cravens, David W

AU - Grant, Kenneth Douglas

AU - Ingram, Thomas N

AU - LaForge, Raymond W

PY - 2001

Y1 - 2001

M3 - Chapter (Book)

SN - 1855215934

SP - 401

EP - 419

BT - Marketing Controllership

A2 - Wilson, Richard M S

PB - Ashgate Publishing Limited

CY - Aldershot UK

ER -