The impact of sales management controls on the entrepreneurial orientation of the sales department

Susanne B. Spillecke and Malte Brettel

European Management Journal, 2013, vol. 31, issue 4, 410-422

Abstract: This study investigates the importance of an entrepreneurial orientation of the sales department (SEO) as a strategic orientation in a challenging environment and the role of sales management controls in fostering SEO. The relationships are hypothesized to be contingent on the competitive intensity of the environment.

Keywords: Sales management; Management control; Entrepreneurial orientation; Entrepreneurship; Contingency approach (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:eurman:v:31:y:2013:i:4:p:410-422

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DOI: 10.1016/j.emj.2012.07.002

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