Taking an alternate route: redesigning sales management control systems for new product selling
Salespeople play a critical role in new product selling. Owing to the time lag between sales efforts and accounting outcomes, salespeople under budget pressure created by outcome-based control systems may engage in myopic revenue management by prioritizing the selling of existing products. While inc...
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| Main Authors: | , , , |
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| Format: | Article |
| Language: | English |
| Published: |
Taylor & Francis Group
2024-12-01
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| Series: | Cogent Business & Management |
| Subjects: | |
| Online Access: | https://www.tandfonline.com/doi/10.1080/23311975.2024.2419496 |
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