Theoretical Framework and Hypotheses

  • Florian Mueller


In this chapter the theoretical framework of this study is derived. The framework facilitates the analysis of the interdependencies between sales management control strategy, organization-specific characteristics, business strategy, environmental parameters, and performance.


Transaction Cost Behavior Control Informal Communication Sales Force Theoretical Hypothesis 
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Copyright information

© Gabler Verlag | Springer Fachmedien Wiesbaden GmbH 2011

Authors and Affiliations

  • Florian Mueller

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