000			01585naa a2200205uu 4500
001			0031514275637
003			OSt
005			20190211170422.0
008			100315s2008 xx ||||gr |0|| 0 eng d
100	1		_aBESSON, M. _938980
245	1	0	_aSticking together under pressure : _bthe risk-sharing approach and trust-building in sales management
260			_aDorchester : _bElsevier, _cFebruary 2008
520	3		_aCompanies that rely on Management By Objectives systems typically encounter two types of difficulty: objectives may be too dificult to attain, especially when there is top-down pressure; and reference to objectives defined at the start of the year may be a questionable basis for year-end performance evaluation when managers' results have been affected by unforeseen events. Our purpose is to examine how MBO is used when managers simultaneously face high pressure to achieve objectives and high environmentl uncertainty.
520	3		_aBased on a study of fourteen sales executives, this article identifies two types of organizational adjustments brought into play by executives to cope with this type of situation: a more collective management approach to ensure achievement of overall corporate objectives, and development of close interpersonal relationships that build mutual trust between sales executives and their staff.
700	1		_aLÖNING, H. _938981
700	1		_aMENDOZA, C. _938982
773	0	8	_tEuropean Management Journal _g26, 1, p. 11-23 _dDorchester : Elsevier, February 2008 _xISSN 02632373 _w
942			_cS
998			_a20100315 _b1427^b _cDaiane
999			_aConvertido do Formato PHL _bPHL2MARC21 1.1 _c31918 _d31918
041			_aeng