Behavior-Based and Outcome-Based Salesforce Control Systems
1993; SAGE Publishing; Volume: 57; Issue: 4 Linguagem: Inglês
10.2307/1252218
ISSN1547-7185
AutoresDavid W. Cravens, Thomas N. Ingram, Raymond W. LaForge, Clifford E. Young,
Tópico(s)Management Theory and Practice
ResumoThe authors develop a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the propositions formulated by Anderson and Oliver (1987). The results from a study of 144 diverse sales organizations provide support for the relationship between behavior-based salesforce control systems and specific salesforce characteristics, different salesforce performance dimensions, and sales organization effectiveness. The results imply a limited role for incentive compensation in salesforce control systems. They also suggest the need for a proper blend between field sales management and compensation control and identify important avenues for future research.
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