TY  - JOUR
AB  - Examines the impact of manager and salesforce antecedents on sales organization effectiveness, using a sample of 146 Australian sales units. Indicates that sales manager monitoring, directing, evaluating and rewarding activities distinguish between high and low sales unit profitability and managers’ satisfaction with their units. Suggests that sales territory design displays significant differences between high and low sales/market share and unit satisfaction. Discovers that several salesperson characteristics and performance were significantly different between high and low customer satisfaction effectiveness and managers’ satisfaction with sales units. Highlights significant antecedent roles for sales manager and salesforce antecedents of sales organization effectiveness.
VL  - 33
IS  - 9/10
SN  - 0309-0566
DO  - 10.1108/03090569910285878
UR  - https://doi.org/10.1108/03090569910285878
AU  - Grant Ken
AU  - Cravens David W.
PY  - 1999
Y1  - 1999/01/01
TI  - Examining the antecedents of sales organization effectiveness: an Australian study
T2  - European Journal of Marketing
PB  - MCB UP Ltd
SP  - 945
EP  - 957
Y2  - 2024/04/26
ER  -