Question: Mini Case - Controlling Organizational Behavior Managers have spent considerable time and effort trying to develop efficient and effective systems for influencing the behavior of

Mini Case - Controlling Organizational Behavior

Managers have spent considerable time and effort trying to develop efficient and effective systems for influencing the behavior of an organizations sale force. Referencing the 3 types of control output, behavioral and cultural what advice would you give to the head of Marketing and Sales for Southern University about how best to influence/control the marketing and sales related behavior of those folks directly involved in selling Southern University's programs (sales force)?

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