@inbook{5e36c4dbc7bf4343b4115c15ba531295,
title = "The Role of Proctorship for Independent Sales Representatives: Influencing Effective Inter-Organizational Relationships",
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.",
keywords = "Boundary Span, Organizational Commitment, Relationship Marketing, Sales Performance, Sales Representative",
author = "Fontenot, {Renee J.} and Gruben, {Kathleen H.} and Palmer, {Timothy B.}",
note = "Publisher Copyright: {\textcopyright} 2015, Academy of Marketing Science.",
year = "2015",
doi = "10.1007/978-3-319-13084-2_99",
language = "English",
series = "Developments in Marketing Science: Proceedings of the Academy of Marketing Science",
publisher = "Springer Nature",
pages = "418--423",
booktitle = "Developments in Marketing Science",
}