Salesforce control systems: negative effects of hybrid systems

Le pilotage des forces de vente: effets pervers des systèmes hybrides

Dominique Rouzies and Madeleine Besson ()
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Dominique Rouzies: HEC Paris - Ecole des Hautes Etudes Commerciales
Madeleine Besson: NEGOCIA

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Abstract: The objective of this exploratory study is to investigate salespeople behavior in light of their firm salesforce control system. More precisely, the aim of this paper is to confirm salesforce control systems diversity and to identify salespeople negative reactions resulting from their inconsistencies. The analysis of a first series of in-depth interviews with both salespeople and sales executives suggests new propositions pertaining to salesforce performance improvement. Finally, managerial implications are discussed.

Date: 1998-05
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Published in Décisions Marketing, 1998, 14, pp.31 - 43

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02550349

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