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2015 | OriginalPaper | Chapter

Sales Management Control Systems: An Information Dependent Model

Author : Ronald D. Balsley

Published in: Proceedings of the 1982 Academy of Marketing Science (AMS) Annual Conference

Publisher: Springer International Publishing

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An information-dependent view of management suggests that the sales management style, whether bureaucratic, professional, or output-only, depends upon the quality, quantity and kind of information available about the marketing environment. While writers generally agree on the techniques of sales management and the environmental variables involved, the linkages of contingency selection are unclear and call for research.

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Metadata
Title
Sales Management Control Systems: An Information Dependent Model
Author
Ronald D. Balsley
Copyright Year
2015
Book
Proceedings of the 1982 Academy of Marketing Science (AMS) Annual Conference

Print ISBN: 978-3-319-16945-3

Electronic ISBN: 978-3-319-16946-0

Copyright Year: 2015

DOI
https://doi.org/10.1007/978-3-319-16946-0_131