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An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
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An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems
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Richard L. Oliver
Richard L. Oliver
EA
Erin Anderson
Erin Anderson
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1 October 1994
journal article
Published by
SAGE Publications
in
Journal of Marketing
Vol. 58
(4)
,
53
https://doi.org/10.2307/1251916
Abstract
In a previous volume of this journal, the authors presented a behavior versus outcome sales control continuum based on methods of monitoring, directing, evaluat...
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Cited by 324 articles