Consequences of sales management control in field sales organizations: a cross-national perspective

Artur Baldauf, David W. Cravens and Kegn Grant

International Business Review, 2002, vol. 11, issue 5, 577-609

Abstract: In this study we explore the effects of behavior-based sales management control on salesperson characteristics, salesperson performance and sales organization effectiveness with data collected from field sales managers in Australia and Austria. Considering this cross-national perspective, knowledge should be added to the limited international sales management literature. The study findings provide strong support for positive relationships between behavior-based control and salesperson characteristics, salesperson outcome performance, and sales organization effectiveness. The results offer encouraging support of the cross-national relevance of the sales management behavior-based control model.

Keywords: Sales; management; control; strategies; Field; sales; managers; Cross-national; study (search for similar items in EconPapers)
Date: 2002
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Citations: View citations in EconPapers (15)

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