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Goal-oriented Balancing: a New Model of Contemporary Sales Management
Stockholm School of Economics, Stockholm, Sweden.
2014 (English)In: The Grounded Theory Review, ISSN 1556-1542, E-ISSN 1556-1550, Vol. 13, no 2, p. 61-69Article in journal (Refereed) Published
Abstract [en]

This study focuses on the substantive area of sales management and it suggests that the main concern of a sales manager is to reach the sales and economical goals of the sales organization. The social process by which this main concern is resolved is called goal-oriented balancing and it describes two complementary organizational dimensions, frame development and individual development that are continuously balanced against each other. That is, the sales manager must establish effective organizational processes and structures as well as find the keys to maximum individual performance. These two processes have to be in balance and supportive of each other.

Place, publisher, year, edition, pages
2014. Vol. 13, no 2, p. 61-69
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Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-24805OAI: oai:DiVA.org:hig-24805DiVA, id: diva2:1129934
Available from: 2017-08-07 Created: 2017-08-07 Last updated: 2018-03-13Bibliographically approved

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Åge, Lars-Johan

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CiteExportLink to record
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