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1、SalesManagementControl,TerritoryDesign,SalesForcePerformance,andSalesOrganizationalEffectivenessinthePharmaceuticalIndustryEricLonginoDISSERTATION.COMBocaRatonSalesManagementControl,TerritoryDesign,SalesForcePerformance,andSalesOrganizationalEffectivenessinthePharmaceuticalIndustryCopyright©
2、2007EricLonginoAllrightsreserved.Nopartofthisbookmaybereproducedortransmittedinanyformorbyanymeans,electronicormechanical,includingphotocopying,recording,orbyanyinformationstorageandretrievalsystem,withoutwrittenpermissionfromthepublisher.Dissertation.comBocaRaton,FloridaUSA•2009ISBN-10:1-59
3、942-706-0ISBN-13:978-1-59942-706-5ABSTRACTLimitedresearchexistsaboutthedeterminantsofsalesorganizationeffectivenessinpharmaceuticalsalesorganizations.Tofillthisvoidsalesmanagementcontrol,salesterritorydesign,andsalesforceperformanceareconceptualizedasantecedentstosalesorganizationeffectivene
4、ssinpharmaceuticalsalesorganizations.Theresultsofthestructuralequationmodeltestedsuggestedthatpharmaceuticalsalesrepresentativesperformbetterandaremoreeffectivewhentheyaresatisfiedwithsalesterritorydesignbecauseofitssignificantrelationshipwithsalesforcebehavioralperformance.Thepresentstudysu
5、ggestsalesforcebehavioralperformanceleadstosalesorganizationeffectivenessthroughitssignificantrelationshiptosalesforceoutcomeperformance.Thesefindingsaresomewhatdifferenttothosefromsimilarstudiesinotherindustries,andidentifysomeimportantimplicationsforsalesleadersinthepharmaceuticalindustrya
6、swellassuggestinganumberofimportantresearchdirections.ACKNOWLEDGMENTSThecompletionofadissertationdoesnotreflectalltheeffortofnumerousindividualsinvolvedintheprocess.Iexpressmygratitudeandappreciationforthesupportandcontributionofeveryonewhoassistedmeduringthisendeavor.Specifically,Iwouldlike
7、tooffermythankstomycommitteechairperson,Dr.ElliotSerforhisencouragementandassistanceinthisjourney.Iappreciatehispositivereinforcementandencouragementduringchallengingtimesintheprocess.Ialsothankthemembersofmydissertationcommittee,Dr.CraigBartonandD