Concepedia

Sales Force Monitoring

Sales Force Monitoring is a managerial process that systematically tracks, evaluates, and analyzes the activities, behaviors, and performance outcomes of sales personnel to ensure alignment with organizational objectives and to enhance sales effectiveness.

23

Publications

2.5K

Citations

58

Authors

24

Institutions

Publications per year

2017–2026

4

Parents

Publications

23

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

Erin Anderson, Richard L. Oliver · Journal of Marketing · 1987 · 1K citations

, , +17

Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems

Erin Anderson, Richard L. Oliver · Journal of Marketing · 1987 · 475 citations

, , +17

The adoption of information technology in the sales force

Niels Schillewaert, Michael Ahearne, R.T. Frambach et al. · Industrial Marketing Management · 2005 · 357 citations

, , +8

Getting the most out of advertising and promotion.

Michelle Abraham, Leonard M. Lodish · PubMed · 1990 · 170 citations

, , +17

Understanding sales force automation outcomes: A managerial perspective

Alan J. Bush, Jarvis B. Moore, Rich Rocco · Industrial Marketing Management · 2005 · 71 citations

, , +12

1–5 of 23

Authors

58

  1. RL
    Richard L. Oliver

    Vanderbilt University, United States

    2 publications · 1.5K citations

    2

    h-index

  2. KG
    Ken Grant

    Monash University, Australia

    2 publications · 93 citations

    2

    h-index

  3. EA
    Erin Anderson

    University of Pennsylvania, United States

    2 publications · 1.5K citations

    2

    h-index

  4. DW
    David W. Cravens

    Texas Christian University, United States

    2 publications · 93 citations

    2

    h-index

  5. JB
    Jarvis B. Moore

    University of Memphis, United States

    1 publications · 71 citations

    1

    h-index

1–5 of 58

Institutions

24

  1. Texas Christian University

    Fort Worth, United States

    2 h-index

    2 publications

    93 citations

  2. Monash University

    Melbourne, Australia

    2 h-index

    2 publications

    93 citations

  3. University of Houston

    Houston, United States

    2 h-index

    2 publications

    393 citations

  4. University of Pennsylvania

    Philadelphia, United States

    2 h-index

    4 publications

    3K citations

  5. James Madison University

    Harrisonburg, United States

    1 h-index

    2 publications

    32 citations

  6. University of Louisville Hospital

    Louisville, United States

    1 h-index

    3 publications

    171 citations

  7. University of Toledo

    Toledo, United States

    1 h-index

    1 publications

    13 citations

  8. Vlerick Business School

    Ghent, Belgium

    1 h-index

    1 publications

    357 citations

1–8 of 24

Venues

  1. Industrial Marketing Management

    6 publications · 565 citations

    6

    h-index

  2. Journal of Personal Selling and Sales Management

    JPSSM · 3 publications · 62 citations

    3

    h-index

  3. Journal of Marketing

    JM · 2 publications · 1.5K citations

    2

    h-index

  4. Journal of Business and Industrial Marketing

    2 publications · 31 citations

    2

    h-index

  5. 1

    h-index

1–5