The Effects of Organizational Structure on Selling Behaviors
A national random sample of industrial salespeople was surveyed to assess the effects of centralization and formalization on selling behaviors. The responses from 241 salespeople were analyzed using ordinary least squares regression. The results indicated that hierarchy of authority positively affec...
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2015
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| Online Access: | https://dspace.auk.edu.kw/handle/11675/7625 |
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