Hélène Löning
HEC Paris
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Publication
Featured researches published by Hélène Löning.
European Management Journal | 2002
Hélène Löning; Madeleine Besson
Since Jaworskis (1988) conceptual framework, empirical research on the factors explaining variety across marketing and sales control systems remains inconclusive. Our research aims at identifying and better understanding the environmental factors that may structure these control systems. We conducted 21 semi-inductive interviews with Sales and Marketing managers and identify four company categories with different control systems. Different marketing and sales control systems vary with different distribution contexts, more precisely with the channel power and the transactional or relational business relationship with the distributor.
Post-Print | 2002
Marie-Hélène Delmond; Carla Mendoza; Françoise Giraud; Hélène Löning; Alexis De Font Réaulx
Post-Print | 2003
Eve Chiapello; Hélène Löning; Véronique Malleret; Jérôme Meric; Daniel Michel; Yvon Pesqueux; Andreu Sole
European Management Journal | 2008
Madeleine Besson; Hélène Löning; Carla Mendoza
Comptabilité - Contrôle - Audit | 1995
Hélène Löning
Post-Print | 1999
Marie-Hélène Delmond; Carla Mendoza; Françoise Giraud; Hélène Löning
Comptabilité - Contrôle - Audit | 2004
Madeleine Besson; Hélène Löning; Carla Mendoza
Comptabilité - Contrôle - Audit | 2008
Claire Dambrin; Hélène Löning
HEC Research Papers Series | 2008
Hélène Löning; Carla Mendoza; M. Besson
Archive | 2016
Delphine Gibassier; Hélène Löning
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