Verbeke, W.J.M.I.; Dietz, H.M.S.; Verwaal, E. - Erasmus Research Institute of Management (ERIM), ERIM … - 2010
It has been twenty-five years since the publication of a comprehensive review of the full spectrum of sales-performance … authors revise the classification scheme for sales performance determinants devised by Walker, Churchill, and Ford (1977) and …-sales performance relationships. Based on multivariate causal model analysis, the results make two major observations: (1) Five sub …