Goal-oriented Balancing
This study focuses on the substantive area of sales management and it suggests that the main concern of a sales manager is to reach the sales and economical goals of the sales organization. The social process by which this main concern is resolved is called goal-oriented balancing and it describes t...
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| Format: | Article |
| Language: | English |
| Published: |
Sociology Press
2014-12-01
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| Series: | Grounded Theory Review: An International Journal |
| Subjects: | |
| Online Access: | https://groundedtheoryreview.org/index.php/gtr/article/view/202 |
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| _version_ | 1839656082950062080 |
|---|---|
| author | Lars-Johan Åge |
| author_facet | Lars-Johan Åge |
| author_sort | Lars-Johan Åge |
| collection | DOAJ |
| description | This study focuses on the substantive area of sales management and it suggests that the main concern of a sales manager is to reach the sales and economical goals of the sales organization. The social process by which this main concern is resolved is called goal-oriented balancing and it describes two complementary organizational dimensions, frame development and individual development that are continuously balanced against each other. That is, the sales manager must establish effective organizational processes and structures as well as find the keys to maximum individual performance. These two processes have to be in balance and supportive of each other.
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| format | Article |
| id | doaj-art-207b70cab8b6480a85fca82ebc1ac0ce |
| institution | Matheson Library |
| issn | 1556-1542 1556-1550 |
| language | English |
| publishDate | 2014-12-01 |
| publisher | Sociology Press |
| record_format | Article |
| series | Grounded Theory Review: An International Journal |
| spelling | doaj-art-207b70cab8b6480a85fca82ebc1ac0ce2025-06-24T23:55:55ZengSociology PressGrounded Theory Review: An International Journal1556-15421556-15502014-12-011302Goal-oriented BalancingLars-Johan ÅgeThis study focuses on the substantive area of sales management and it suggests that the main concern of a sales manager is to reach the sales and economical goals of the sales organization. The social process by which this main concern is resolved is called goal-oriented balancing and it describes two complementary organizational dimensions, frame development and individual development that are continuously balanced against each other. That is, the sales manager must establish effective organizational processes and structures as well as find the keys to maximum individual performance. These two processes have to be in balance and supportive of each other. https://groundedtheoryreview.org/index.php/gtr/article/view/202Grounded TheorySales ManagementOrganizational processessales goalseconomic goals |
| spellingShingle | Lars-Johan Åge Goal-oriented Balancing Grounded Theory Review: An International Journal Grounded Theory Sales Management Organizational processes sales goals economic goals |
| title | Goal-oriented Balancing |
| title_full | Goal-oriented Balancing |
| title_fullStr | Goal-oriented Balancing |
| title_full_unstemmed | Goal-oriented Balancing |
| title_short | Goal-oriented Balancing |
| title_sort | goal oriented balancing |
| topic | Grounded Theory Sales Management Organizational processes sales goals economic goals |
| url | https://groundedtheoryreview.org/index.php/gtr/article/view/202 |
| work_keys_str_mv | AT larsjohanage goalorientedbalancing |