Articles liés à Sales Management Control, Territory Design, Sales Force...

Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry - Couverture souple

Longino, Eric

 
9781599427065: Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry
Couverture souple
ISBN 10 : 1599427060 ISBN 13 : 9781599427065
Editeur : Dissertation.com, 2009

Synopsis

Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Éditeur
Dissertation.com
Date d'édition
2009
Langue
anglais
ISBN 10 
1599427060
ISBN 13 
9781599427065
Reliure
Broché
Nombre de pages
236
Coordonnées du fabricant
non disponible
Personne responsable
non disponible