Can Distribution Channels Explain Differences in Marketing and Sales Performance Measurement Systems?

Abstract : Since Jaworski's (1988) 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 environmental 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 channel power and the transactional or relational business relationship with the distributor.
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European Management Journal, Elsevier, 2002, 20 (6), pp.597-609. 〈10.1016/S0263-2373(02)00111-1〉
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Contributeur : Amaury Bouvet <>
Soumis le : jeudi 22 août 2013 - 11:28:15
Dernière modification le : jeudi 11 janvier 2018 - 06:19:31

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Hélène Löning, Besson Madeleine. Can Distribution Channels Explain Differences in Marketing and Sales Performance Measurement Systems?. European Management Journal, Elsevier, 2002, 20 (6), pp.597-609. 〈10.1016/S0263-2373(02)00111-1〉. 〈hal-00853241〉

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