Original paper
A new perspective on sales outcome controls: an inside sales perspective
Abstract
Purpose Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes to influence inside sales agent performance, supporting the need to expand the broader definition of outcome controls. Hence, the purpose of this paper is to explore the need to bifurcate outcome controls into...
Paper Details
Title
A new perspective on sales outcome controls: an inside sales perspective
Published Date
Jul 27, 2021
Volume
55
Issue
10
Pages
2674 - 2699
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