Search results for " sales management"

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Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

2018

[EN] Purpose: To identify all types of sales force control systems in the academic literature, and to cluster the mediators between these controls and the performances, according to the AMO model (abilities, motivations, and opportunities), analysing how each of these three groups of mediators are influenced by control systems, and how they impact on the sales performance, using a systematic literature review. Design/methodology: Scientific papers published during the last 32 years, using as databases: Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science, and Google Scholar. Business, Management and Social Sciences were taken as selection fields. False positives identific…

Organizational Behavior and Human Resource ManagementKnowledge managementStrategy and Managementmedia_common.quotation_subjectOutput controlControl (management)Scopuslcsh:ACoachingEducationOriginalityManagement of Technology and InnovationAccountingReading (process)0502 economics and business:Economia i organització d'empreses [Àrees temàtiques de la UPC]Selection (linguistics)Vendes -- Direcció i administracióBusiness and International Managementmedia_commonSales managementbusiness.industry05 social sciencesBehavior controlAMO modelsales control systems sales management AMO model behavior control output controlIdentification (information)Systematic reviewORGANIZACION DE EMPRESAS050211 marketinglcsh:General WorksSales control systemsbusinessPsychology050203 business & management
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