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• W2274051963 abstract "Salesforce control systems tend to focus on outcomes rather than behaviors. The use and effectiveness of behavior-based control systems is limited, particularly with industrial sales-people, who generally operate in the field much of the time where their behavior cannot be closely observed or supervised by management. The authors propose Behavioral Self-Management (BSM) as a means of controlling the methods salespeople use to achieve results. Specific BSM techniques applicable to selling and strategies for encouraging salespeople to engage in self- management are reviewed." @default.
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• W2274051963 date "2013-10-24" @default.
• W2274051963 modified "2023-09-22" @default.
• W2274051963 title "Behavioral Self-Management as a Supplement to External Sales Force Controls" @default.
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• W2274051963 doi "https://doi.org/10.1080/08853134.1990.10753831" @default.
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