Can distribution channels explain differences in marketing and sales performance measurement systems
By: LONING, Helene
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Contributor(s): BESSON, Madeleine.
Material type: 
ArticlePublisher: dec.2002Subject(s): Marketing Performance Measurement and Management | Market Mechanisms | Social Control | Bureaucratic Control | Marketing Channel | Channel Power | Relational MarketingEuropean Management Journal 20, 6, p. 597-609Abstract: 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
| Item type | Current location | Collection | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
| Periódico | Biblioteca Graciliano Ramos | Periódico | Not for loan |
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
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