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1. 1. Implementing behaviorbased salesforce control : A case study at a MedTech company

   Master-uppsats, KTH/Skolan för industriell teknik och management (ITM)

   Författare :SEBASTIAN OTTESTAM; MARIA ANDERSSON ALBIN; [2020]
   Nyckelord :Behavior-based salesforce control; AMO theory; implementation; challenges; Beteendebaserad säljstyrning; AMO teori; implementering; utmaningar;

   Sammanfattning : Salesforce control systems have been widely studied with numerous constructs mediating the effects on performance. Behavior-based salesforce control (BBC) has often proved to increase performance and recently the Ability, Motivation, Opportunity (AMO) theory has been proposed to cluster the mediators. LÄS MER