Can Distribution Channels Explain Differences in Marketing and Sales Performance Measurement Systems?

Hélène Löning and Madeleine Besson

European Management Journal, 2002, vol. 20, issue 6, 597-609

Abstract: Since Jaworski's (1988) conceptual framework, empirical research on the factors explaining variety across marketing and sales control systems remains inconclusive. Our research aims at identifying and better understanding the environmental factors that may structure these control systems. We conducted 21 semi-inductive interviews with Sales and Marketing managers and identify four company categories with different control systems. Different marketing and sales control systems vary with different distribution contexts, more precisely with the channel power and the transactional or relational business relationship with the distributor.

Keywords: Marketing; Performance; Measurement; and; Management; Market; Mechanisms; Social; Control; Bureaucratic; Control; Marketing; Channel; Channel; Power; Relational; Marketing (search for similar items in EconPapers)
Date: 2002
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