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Erschienen in:
2015 | OriginalPaper | Buchkapitel
Multi-Level Approach to Field Sales Management Control Systems: Exercised Control vs. Perceived Control
verfasst von : Anssi Tarkiainen, Sanna Sundqvist, John W. Cadogan, Nick Lee
Erschienen in: Marketing in Transition: Scarcity, Globalism, & Sustainability
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It is generally accepted that sales managers and salespeople perceive many job-related constructs differently. However, this perceptual gap has received little attention in the context of sales management control systems. This study hypothesizes that there are, potentially, differences between how sales managers’ believe they are controlling the sales force, and salespeople’s perceptions of the control they receive from sales managers. The primary objective is to empirically assess the magnitude of this perceptual gap.