Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
- 1 October 1987
- journal article
- Published by SAGE Publications in Journal of Marketing
- Vol. 51 (4) , 76
- https://doi.org/10.2307/1251249
Abstract
Forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors are described, contrasted, and evaluated in terms...Keywords
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