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320 results on '"Cravens, David W."'

38. Formal and informal management control combinations in sales organizations:the impact on salesperson consequences

Author

Cravens, David W., Lassk, Felicia G., Low, George S., Marshall, Greg W., and Moncrief, William C.

Subjects
Employee performance -- Analysis, Organizational structure -- Analysis, Sales personnel -- Influence, Business, Business, general
Abstract

An alternative perspective to behavior-based management control in sales organizations are examined resulting in the better performance, satisfaction of the salesperson. The managerial implications are discussed and several future research directions are proposed.

Published
2004

45. Peak-a-boo

Author

Piercy, Nigel F., Cravens, David W., and Lane, Nikala

Subjects
Value chain -- Planning, Company business planning, Advertising, marketing and public relations, Business, Business, general
Abstract

The emergence of value-chain reinvention is presented as a significant measure amid the economic recovery process to address marketing productivity. Reinvention models using digital channels, multi-channeling through the market, and identifying the quality of value chain relationship are discussed.

Published
2010

46. Management framework guiding strategic thinking in rapidly changing markets

Author

Cravens, David W., Piercy, Nigel F., and Baldauf, Artur

Subjects
Strategic planning (Business) -- Management, Customer relationship management -- Evaluation, Customer relationship management, Company business management, Advertising, marketing and public relations, Business
Published
2009

47. Salesforce performance and behavior-based management processes in business-to-business sales organizations

Author

Piercy, Nigel F., Cravens, David W., and Morgan, Neil A.

Subjects
Sales management -- Methods, Business-to-business market -- Research, Sales personnel -- Management, Advertising, marketing and public relations, Business, Business, general
Abstract

Behavior-based management control is strongly related to salesperson performance. It was found that high outcome performance of salespeople is directly related to high salesperson behavior performance. Therefore, sales managers must focus more on salesperson behavioral activities such as monitoring, evaluating, developing and rewarding salespeople. Also, a more effective behavior-based control system requires proper selection, training and performance evaluation of salespeople.

Published
1998

48. Enhancing salespeople's effectiveness

Author

Piercy, Nigel F., Cravens, David W., and Lane, Nikala

Subjects
Sales personnel -- Management, Sales management -- Methods, Customer relationship management -- Influence, Sales management, Customer relationship management, Company business management, Advertising, marketing and public relations, Business, Business, general
Abstract

Salespeople play an important role in applying customer-driven strategies, and enhancing their performance becomes a top piority for many organizations. An approach to help executives determinine the control levels suitable to to the company's selling situation and creating comparisons with manager competencies in carrying out these control activities is presented.

Published
2007

49. Investigating the relationships among sales, management control, sales territory design, salesperson performance, and sales organization effectiveness

Author

Babakus, Emin, Cravens, David W., Grant, Ken, Ingram, Thomas N., and LaForge, Raymond W.

Subjects
Sales management -- Research, Sales personnel -- Beliefs, opinions and attitudes, Advertising, marketing and public relations, Business, Business, international
Abstract

The design of a sales management control system plays a pivotal role in the management of sales organizations and the performance of salespersons both in terms of behavior and output. This finding was a result of a survey conducted among 58 Australian CEOs and 146 sales managers. It also highlighted the direct relationship between behavioral factors and outcome performance.

Published
1996

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