전략유형과 성과에 관한 연구-판매력 관리 실행 중심으로-

• 영문명: A study on the Implementation of Sales Force Management and the Performance according to Strategy types of Business Unit
• 발행기관: 한국산업경영시스템학회
• 저자명: 이선규(Sun-Kyu Lee) 서명지(Myoung-Gee Seo) 이웅희(Ung-Hee Lee)
• 간행물 정보: 『산업경영시스템학회지』제27권 제4호, 33~41쪽, 전체 9쪽
• 주제분류: 공학 > 산업공학
• 파일형태: PDF
• 발행일자: 2004.12.01

영문 초록

This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow (1978)'s strategy types and Walker & Ruekert (1987)'s strategy types. The findings are as follows First, Prospectors seem to be associated with Increased performance when they are utilizing a relationship selling strategy, In-ternal sales force, moderate levels of supervision, outcome~based control system and incentive-oriented compensation system Second, Analyzers seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal sales force, outcome-based control system to deal with the instability in their strategic focus. Third, Low Cost Defender seem to be associated with increased performance when they are utilizing a relationship selling strategy, ex-ternal sales force, low levels of supervision, outcome-based control system and salary-oriented compensation system. Fourth, Differentiated Defenders seem to be associated with increased performance when they are utilizing a relationship selling strategy, high levels of supervision, balanced (outcome+behavior) control system and salary-oriented compensation system

목차

Abstract

1. 서론

2. 이론적 고찰

3. 실증 연구설계

4. 실증분석 결과

5. 결론

참고문헌