Abstract
The philosophy known as Total Quality Management (or “continuous process improvement”) has fast become a central operating theme in many American businesses. The 1993 AMS Conference included a panel discussion of impact on sales organizations when a firm embraces a TOM philosophy. In particular, issues of salesperson/sales manager role, motivation, reward, performance evaluation, control, and broad implications of corporate culture were discussed in the context of sales organizations engaged in implementing quality improvement.
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© 2015 The Academy of Marketing Science
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Miller, S.J., Marshall, G.W., Goolsby, J.R., LaForge, R.W., Williams, M.R. (2015). Total Quality Management and the Sales Organization: Integrating the New Business Philosophies. In: Wilson, E., Black, W. (eds) Proceedings of the 1994 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13162-7_47
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DOI: https://doi.org/10.1007/978-3-319-13162-7_47
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Publisher Name: Springer, Cham
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Online ISBN: 978-3-319-13162-7
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