Job Performance Related to Management Control Systems for Pharmaceutical Salesmen
Open Access
- 1 February 1976
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 13 (1) , 25-33
- https://doi.org/10.1177/002224377601300104
Abstract
Conceptualization and empirical investigation of marketing management control systems have not developed to the point where terms, concepts, and methods are clear enough to provide reliable guidelines for managers of sales forces. Three national firms’ salesmen's perceptions of their control system were related to the salesmen's performance to identify the most important control system characteristics.Keywords
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