Impacto do Sistema de Controle sobre a Venda de Novos Produtos
This paper’s main goal is to understand the impact of control systems on the relationship between a salesperson’s effort and their performance. The control systems have two perspectives: outcome and behavior. The difference between them is how a salesperson is evaluated in regards to their job. If...
| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
| Published: |
Associação Nacional de Pós-Graduação e Pesquisa em Administração (ANPAD)
2015-08-01
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| Series: | RAC: Revista de Administração Contemporânea |
| Subjects: | |
| Online Access: | http://www.anpad.org.br/periodicos/arq_pdf/a_1623.pdf |