Can distribution channels explain differences in marketing and sales performance measurement systems ?

Hélène Löning and Madeleine Besson ()
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Hélène Löning: GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique
Madeleine Besson: Negocia, ParisFrance - Negoci

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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: 2002-12
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Published in European Management Journal, 2002, 20 (6), pp.597-609. ⟨10.1016/S0263-2373(02)00111-1⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00853241

DOI: 10.1016/S0263-2373(02)00111-1

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