Skip to main content

Dissertation.com

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

No reviews yet
Product Code: 9781599427065
ISBN13: 9781599427065
Condition: New
$32.92

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

$32.92
 
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.


Author: Eric Longino
Publisher: Dissertation.com
Publication Date: Apr 01, 2009
Number of Pages: 236 pages
Binding: Paperback or Softback
ISBN-10: 1599427060
ISBN-13: 9781599427065
 

Customer Reviews

This product hasn't received any reviews yet. Be the first to review this product!

Faster Shipping

Delivery in 3-8 days

Easy Returns

14 days returns

Discount upto 30%

Monthly discount on books

Outstanding Customer Service

Support 24 hours a day