Field sales management control systems

influence on salespersons' psychological and behavioral responses

Nick J. Lee, Anssi Tarkiainen, Sanna Sundqvist, John W. Cadogan

Research output: Contribution to conferencePaper

Original languageEnglish
Publication statusPublished - 2009
Event2009 Academy of Marketing Science Annual Conference - Baltimore, United States
Duration: 20 May 200923 May 2009

Conference

Conference2009 Academy of Marketing Science Annual Conference
CountryUnited States
CityBaltimore
Period20/05/0923/05/09

Cite this

Lee, N. J., Tarkiainen, A., Sundqvist, S., & Cadogan, J. W. (2009). Field sales management control systems: influence on salespersons' psychological and behavioral responses. Paper presented at 2009 Academy of Marketing Science Annual Conference, Baltimore, United States.
Lee, Nick J. ; Tarkiainen, Anssi ; Sundqvist, Sanna ; Cadogan, John W. / Field sales management control systems : influence on salespersons' psychological and behavioral responses. Paper presented at 2009 Academy of Marketing Science Annual Conference, Baltimore, United States.
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author = "Lee, {Nick J.} and Anssi Tarkiainen and Sanna Sundqvist and Cadogan, {John W.}",
year = "2009",
language = "English",
note = "2009 Academy of Marketing Science Annual Conference ; Conference date: 20-05-2009 Through 23-05-2009",

}

Lee, NJ, Tarkiainen, A, Sundqvist, S & Cadogan, JW 2009, 'Field sales management control systems: influence on salespersons' psychological and behavioral responses' Paper presented at 2009 Academy of Marketing Science Annual Conference, Baltimore, United States, 20/05/09 - 23/05/09, .

Field sales management control systems : influence on salespersons' psychological and behavioral responses. / Lee, Nick J.; Tarkiainen, Anssi; Sundqvist, Sanna; Cadogan, John W.

2009. Paper presented at 2009 Academy of Marketing Science Annual Conference, Baltimore, United States.

Research output: Contribution to conferencePaper

TY - CONF

T1 - Field sales management control systems

T2 - influence on salespersons' psychological and behavioral responses

AU - Lee, Nick J.

AU - Tarkiainen, Anssi

AU - Sundqvist, Sanna

AU - Cadogan, John W.

PY - 2009

Y1 - 2009

M3 - Paper

ER -

Lee NJ, Tarkiainen A, Sundqvist S, Cadogan JW. Field sales management control systems: influence on salespersons' psychological and behavioral responses. 2009. Paper presented at 2009 Academy of Marketing Science Annual Conference, Baltimore, United States.