Книга: Управление отделом продаж

Рекомендуемая литература

Рекомендуемая литература

Kraft, Manfred, Thomas E. DeCarlo, F. Juliet Poujol, John F. Tanner. Compensation and Control Systems: A New Application of Vertical Dyad Linkage Theory. Journal of Personal Selling & Sales Management 32 (зима, 2012). С. 107–116.

K?ster, In?s, Pedro Canales. Compensation and Control Sales Policies, and Sales Performance: The Field Sales Manager’s Points of View. The Journal of Business and Industrial Marketing 26 (май, 2011). С. 273–285.

Le Meunier-FitzHugh, Kenneth, Graham R. Massey, Nigel F. Piercy. The Impact of Aligned Rewards and Senior Manager Attitudes on Conflict and Collaboration between Sales and Marketing. Industrial Marketing Management 40 (октябрь, 2011). С. 1161–1171.

Poujol, F. Juliet, Christophe Fournier, John F. Tanner Jr. Compliance versus Preference: Understanding Salesperson Response to Contests. Journal of Business Research 64 (июль, 2011). С. 664–671.

Zoltners, Andris A., PrabhakantSinha, Sally E. Lorimer. Breaking the Sales Force Incentive Addiction: A Balanced Approach to Sales Force Effectiveness. Journal of Personal Selling & Sales Management 32 (весна, 2012). С. 171–186.

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