| 000 -LEADER |
|---|
| fixed length control field |
01512naa a2200277uu 4500 |
| 001 - CONTROL NUMBER |
|---|
| control field |
10665 |
| 003 - CONTROL NUMBER IDENTIFIER |
|---|
| control field |
OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20190211155123.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
030131s2005 xx ||||gr |0|| 0 eng d |
| 999 ## - SYSTEM CONTROL NUMBERS (KOHA) |
|---|
| Koha Dewey Subclass [OBSOLETE] |
PHL2MARC21 1.1 |
| 041 ## - LANGUAGE CODE |
|---|
| Language code of text/sound track or separate title |
eng |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
LONING, Helene |
| 9 (RLIN) |
6245 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Can distribution channels explain differences in marketing and sales performance measurement systems |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Date of publication, distribution, etc. |
dec.2002 |
| 520 3# - SUMMARY, ETC. |
|---|
| Summary, etc. |
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 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing Performance Measurement and Management |
| 9 (RLIN) |
19639 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Market Mechanisms |
| 9 (RLIN) |
19640 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Social Control |
| 9 (RLIN) |
19641 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Bureaucratic Control |
| 9 (RLIN) |
19642 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Marketing Channel |
| 9 (RLIN) |
19643 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Channel Power |
| 9 (RLIN) |
19644 |
| 650 #4 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Relational Marketing |
| 9 (RLIN) |
19645 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
BESSON, Madeleine |
| 9 (RLIN) |
19646 |
| 773 08 - HOST ITEM ENTRY |
|---|
| Title |
European Management Journal |
| Related parts |
20, 6, p. 597-609 |
| Place, publisher, and date of publication |
, dec.2002 |
| Record control number |
|
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Periódico |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20030131 |
| Operator's initials, OID (RLIN) |
Lucima |
| Cataloger's initials, CIN (RLIN) |
Lucimara |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
20060724 |
| Operator's initials, OID (RLIN) |
1639^b |
| Cataloger's initials, CIN (RLIN) |
Quiteria |
