Evaluation and Control

January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p68
Academic Journal
This article presents abstracts of various article related to sales and marketing. "Impact of Job Formalization and Administrative Controls on Attitudes of Industrial Salespersons," by Sanjeev Agarwal, published in a previous issue of the journal "Industrial Marketing Management," it has been shown that formalization of sales jobs involves both prescribing the rules and procedures of the job and making sure that the salespeople they direct adhere to those rules and procedures. The results indicate that output-based control systems helped reduce the negative impact of formalization on role ambiguity and organizational commitment, but not on role conflict. In the article "Optimal Monitoring in Salesforce Control Systems," by Alex Thevaranjan and Kissan Joseph, published in a previous issue of the journal "Marketing Letters," the authors extend the earlier analysis to an N-activity setting and explicitly solve for the optimal level of monitoring. The authors find that the optimal level of monitoring decreases as the output measure becomes more informative about salesperson effort but increases as both the efficiency of the monitoring technology possessed by the firm and the marginal cost of risk-tolerance in the labor market increases.


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