000			01512naa a2200277uu 4500
001			10665
003			OSt
005			20190211155123.0
008			030131s2005 xx ||||gr |0|| 0 eng d
100	1		_aLONING, Helene _96245
245	1	0	_aCan distribution channels explain differences in marketing and sales performance measurement systems
260			_cdec.2002
520	3		_aSince 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	_aMarketing Performance Measurement and Management _919639
650		4	_aMarket Mechanisms _919640
650		4	_aSocial Control _919641
650		4	_aBureaucratic Control _919642
650		4	_aMarketing Channel _919643
650		4	_aChannel Power _919644
650		4	_aRelational Marketing _919645
700	1		_aBESSON, Madeleine _919646
773	0	8	_tEuropean Management Journal _g20, 6, p. 597-609 _d, dec.2002 _w
942			_cS
998			_a20030131 _bLucima _cLucimara
998			_a20060724 _b1639^b _cQuiteria
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c10791 _d10791
041			_aeng