Control and autonomy among knowledge workers in sales: an employee perspective

@inproceedings{Darr2003ControlAA,
  title={Control and autonomy among knowledge workers in sales: an employee perspective},
  author={Asaf Darr},
  year={2003}
}
This study focuses on control and autonomy among an emerging class of knowledge workers in sales, from the employees’ perspective. The sales engineers studied were not only technical experts, they also worked on their own in client's plants over extended periods of time, where they customised the emergent technology offered by their company. How did management control the work of the sales engineers? This paper will attempt to answer this question using ethnographic and interview material… CONTINUE READING

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