Independent sales representatives work in heterogeneous sales environments, have little direct managerial influence, great responsibilities, and are faced with the role of self-management to achieve both supplier and self-desired outcomes. An adaptation of a previously proposed schema of control, proctorship, is presented. Introducing the complexity of controlling independent sales representatives.
CITATION STYLE
Fontenot, R. J., Gruben, K. H., & Palmer, T. B. (2015). The Role of Proctorship for Independent Sales Representatives: Influencing Effective Inter-Organizational Relationships. In Developments in Marketing Science: Proceedings of the Academy of Marketing Science (pp. 418–423). Springer Nature. https://doi.org/10.1007/978-3-319-13084-2_99
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