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ÇINAR ALTINTAŞ F., Kurtulmusoglu F. B., ALTINTAŞ M. H., Kaufmann H., ALKIBAY S.
EUROMED JOURNAL OF BUSINESS, vol.12, no.2, pp.221-240, 2017 (ESCI)
Article / Article
EUROMED JOURNAL OF BUSINESS
Emerging Sources Citation Index (ESCI), Scopus
Commitment, Control, Adaptive selling, Sale performance, CUSTOMER ORIENTATION, SALESPERSON PERFORMANCE, ORGANIZATIONAL COMMITMENT, JOB-SATISFACTION, CONTROL-SYSTEMS, MODERATING ROLE, MARKETING CONTROL, BEHAVIOR, IMPACT, SALESPEOPLE
Bursa Uludag University Affiliated:
Purpose - The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.