LONING, Helene
Can distribution channels explain differences in marketing and sales performance measurement systems - dec.2002
Since Jaworski's (1998) conceptual framework, empirical research on the factors explaining variety across marketing and sales control systems remains inconclusive. Our research aims at identifying and better understanding the environemtnal factors that may structure these control systems. We conducted 21 semi-inductive interviews with Sales and Marketing managers and identify four company categories with different control systems. Different marketing and sales control systems vary with different distribution contexts, more precisely with the chanel power and the transactional or relational business relationship with the distributor
Marketing Performance Measurement and Management
Market Mechanisms
Social Control
Bureaucratic Control
Marketing Channel
Channel Power
Relational Marketing
Can distribution channels explain differences in marketing and sales performance measurement systems - dec.2002
Since Jaworski's (1998) conceptual framework, empirical research on the factors explaining variety across marketing and sales control systems remains inconclusive. Our research aims at identifying and better understanding the environemtnal factors that may structure these control systems. We conducted 21 semi-inductive interviews with Sales and Marketing managers and identify four company categories with different control systems. Different marketing and sales control systems vary with different distribution contexts, more precisely with the chanel power and the transactional or relational business relationship with the distributor
Marketing Performance Measurement and Management
Market Mechanisms
Social Control
Bureaucratic Control
Marketing Channel
Channel Power
Relational Marketing
