Sales Force Effectiveness: The Role of Market Orientation and Sales Force Autonomy
UTSePress Research/Manakin Repository
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| dc.contributor.author | Brooke M | en_US |
| dc.contributor.author | Gudergan Siggi | en_US |
| dc.contributor.editor | Chetty S, Collins B | en_US |
| dc.date.accessioned | 2009-11-09T05:38:38Z | |
| dc.date.available | 2009-11-09T05:38:38Z | |
| dc.date.issued | 2001 | en_US |
| dc.identifier | 2005001057 | en_US |
| dc.identifier.citation | Brooke M and Gudergan Siggi 2001, 'Sales Force Effectiveness: The Role of Market Orientation and Sales Force Autonomy', Massey University, Auckland, pp. 0-0. | en_US |
| dc.identifier.issn | 0473082063 | en_US |
| dc.identifier.other | E1 | en_US |
| dc.identifier.uri | http://hdl.handle.net/10453/3075 | |
| dc.description.abstract | We present a conceptual model of sales force effectiveness. The model explains the effects on and of market-orientation and sales force autonomy as the central factors in our model. We develop six propositions and discuss the findings of eight case studies of Australian pharmaceutical companies. | en_US |
| dc.publisher | Australian and New Zealand Marketing Academy Conference | en_US |
| dc.relation.isbasedon | http://www.anzmac.org/ | en_US |
| dc.title | Sales Force Effectiveness: The Role of Market Orientation and Sales Force Autonomy | en_US |
| dc.parent | Proceedings of ANZMAC 2001: Bridging Marketing Theory and Practice | en_US |
| dc.journal.volume | en_US | |
| dc.journal.number | en_US | |
| dc.publocation | Auckland, New zealand | en_US |
| dc.identifier.startpage | 0 | en_US |
| dc.identifier.endpage | 0 | en_US |
| dc.cauo.name | Marketing | en_US |
| dc.conference | ANZMAC 2001: Bridging Marketing Theory and Practice | en_US |
| dc.conference.location | Auckland | en_US |
