Essays about: "SEBASTIAN OTTESTAM"

Found 1 essay containing the words SEBASTIAN OTTESTAM.

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

    University essay from KTH/Skolan för industriell teknik och management (ITM)

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

    Abstract : 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. READ MORE