Sales organization and effectiveness: a structure-contingency approach, Volume 2 |
What people are saying - Write a review
We haven't found any reviews in the usual places.
Other editions - View all
Common terms and phrases
Academy of Management Administrative Science Quarterly agents agents handle b-coefficient t-value R2 b-coeffioient t-value R2 bank Branch Managers brokerage firms brokers check mark clients complexity and effectiveness Consistent context dimensions contingency effect Contingency Theory discretionary resources discriminant validity effectiveness criteria employees entof environment is perceived environmental complexity environmental dimensions environmental dynamism expenses to commissions Extent Extent Extent financial institutions financial services formalization growth and activities Growth in Commissions horizontal complexity hours per week hypotheses interaction Item-to-Total Correlations Journal of Marketing knaq magnitude of discretionary Marketing Research moderated regression analysis Moderator Variable operations Organization Structure performed personal bankers personal complexity place a check primary trade area questionnaire retail customers Retention Rate rouy Sales Management sales organization Seldom Sometimes selur spatial complexity specific Street Madison structural dimensions subgroup analysis Table task interdependence task nonroutineness technology dimensions University of Wisconsin-Madison vertical complexity Yesw