Please use this identifier to cite or link to this item:
Krafft, Manfred
Year of Publication: 
Series/Report no.: 
Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 454
11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German sales organizations. Many of the hypotheses get empirical support. Contrary to hypothesis, however, salesforce size is negatively related to the use of behavior-based control in salesforces.
Document Type: 
Working Paper

Files in This Item:

Items in EconStor are protected by copyright, with all rights reserved, unless otherwise indicated.