Abstract
Independent sales representatives work in heterogeneous sales environments, have little direct managerial influence, great responsibilities, and are faced with the role of self-management to achieve both supplier and self-desired outcomes. An adaptation of a previously proposed schema of control, proctorship, is presented. Introducing the complexity of controlling independent sales representatives.
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Fontenot, R.J., Gruben, K.H., Palmer, T.B. (2015). The Role of Proctorship for Independent Sales Representatives: Influencing Effective Inter-Organizational Relationships. In: Ford, J., Honeycutt, Jr., E. (eds) Proceedings of the 1998 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-13084-2_99
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