Naslov
Behaviour-based and outcome-based salesforce performance and sales management control system in Croatian sales organizations

Autori
Razum, Andrea ; Tomašević Lišanin, Marija ; Ozimec, Kristina

Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni

Izvornik
3rd EMAC CEE Regional Conference Marketing Theory Challenges in Emerging Societies / Maričić, Branko ; Ognjanov, Galjina - Beograd : University of Belgrade - Publishing Centre, 2012

ISBN
978-86-403-1240-0

Skup
3rd EMAC CEE Regional Conference Marketing Theory Challenges in Emerging Societies

Mjesto i datum
Beograd, Srbija, 12.09.2012. - 14.09.2012

Vrsta sudjelovanja
Predavanje

Vrsta recenzije
Međunarodna recenzija

Ključne riječi
Salesforce; Performance; Sales management; Control system; Croatia

Sažetak
The purpose of this research was to track the level of outcome and behaviour based sales performance and sales management control systems in Croatian sales organizations. The research was conducted on a judgment sample of 76 Croatian sales managers across different industries. The results are in accordance with the similar research done abroad. Organizations whose sales managers spend more time in monitoring, directing, evaluating and rewording their salespeople rather than just keeping track of their scorecards have salespeople with higher levels of outcome and behaviour performance Moreover, sales managers track larger satisfaction with the territory design and claim that their sales people are highly motivated and committed to their organization.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija

POVEZANOST RADA