Paperback Edition
Paperback
234 pages
$25.95
Choose vendor to order paperback edition
BrownWalker Press
Amazon.com
Barnes & Noble
Return policy
PDF eBook
Entire PDF eBook
757k
$15
Get instant access to an entire eBook
Buy PDF Password
Download Complete PDF
eBook editions
Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry
by Eric Longino
Paperback
eBook PDF
Publisher: | Dissertation |
Pub date: | 2009 |
Pages: | 234 |
ISBN-10: | 1599427060 |
ISBN-13: | 9781599427065 |
Categories: | Business Business & Economics Medicine |
Abstract
Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
Paperback Edition
Paperback
234 pages
$25.95
Choose vendor to order paperback edition
BrownWalker Press
Amazon.com
Barnes & Noble
Return policy
PDF eBook
Entire PDF eBook
757k
$15
Get instant access to an entire eBook
Buy PDF Password
Download Complete PDF
eBook editions
Share this book
Relevant events
23 - 23 Sep 2024
Paris, France
25 - 26 Apr 2024
lasvegas, United States
26 - 28 Apr 2024
Madrid, Spain
27 - 28 Apr 2024
Dubai, United Arab Emirates
29 - 30 Apr 2024
Dubai, United Arab Emirates
02 - 03 May 2024
Boston, United States
03 - 05 May 2024
Kuala Lumpur, Malaysia
05 - 08 May 2024
Madrid, Spain
09 - 10 May 2024
Bangkok, Thailand, Thailand
09 - 10 May 2024
Bangkok, Thailand, Thailand