Sales · Empirical organizational survey/model test
Examining sales force performance in organizations that use behavior-based sales management processes
Industrial Marketing Management · 1996
Summary
Examines sales-force performance under behavior-based sales management, providing evidence on management-process/performance association.
For your marketing
Possible founder application
Use as a mechanism or sales-process design reference. Validate the relationship in your own deal size, buying committee and sales cycle.
Reported result
What the study found
Examines sales-force performance under behavior-based sales management, providing evidence on management-process/performance association.
Research question
What the authors investigated
How is sales performance related to behavior-based sales management?
Design
Empirical organizational survey/model test
Sample and setting
Organizations using behavior-based sales-management processes
Scope and transfer
Limitations to keep in view
Nonexperimental organizational data and possible industry heterogeneity constrain causal interpretation.
Research sources
Publisher DOI landing page identifies the exact title, authors, journal record and empirical-design sections/abstract: https://doi.org/10.1016/0019-8501(96)00038-7 Direct publisher-page retrieval was recorded on 2026-10-09; this profile uses the publisher abstract/metadata and does not claim independent review of unavailable full text.