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Keywords: Outcome controls
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Journal Articles
Journal:
European Journal of Marketing
European Journal of Marketing (2021) 55 (10): 2674–2699.
Published: 27 July 2021
...Richard Conde; Victor Prybutok; Kenneth Thompson 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...
