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 서명지 이웅희
• 간행물 정보: 『한국산업경영시스템학회 학술대회』2003년 춘계학술대회 논문집, 217~220쪽, 전체 4쪽
• 주제분류: 공학 > 산업공학
• 파일형태: PDF
• 발행일자: 2003.05.01

영문 초록

  This study examines the relationship between multiple sales force management practices and performance within each of Miles & Snow s strategy types(1978) and Walker & Ruekert"s strategy types(1987). The findings are as follows : First, Prospectors seem to be associated with increased performance when they are utilizing a relationship selling strategy, internal 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, external 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

키워드

business strategy type sales force management performance