TITLE

Behavior-based and outcome-based salesforce control systems

AUTHOR(S)

Cravens, David W.; Ingram, Thomas N.; LaForge, Raymond W.; Young, Clifford E.

PUB. DATE

October 1993

SOURCE

Journal of Marketing;Oct93, Vol. 57 Issue 4, p47

SOURCE TYPE

Academic Journal

DOC. TYPE

Article

ABSTRACT

The 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.

ACCESSION #

9402090912

Tags: SALES management;  SALES force management;  SALES personnel;  COMPENSATION management;  JOB performance;  SUPERVISORY control systems -- Research;  ORGANIZATIONAL effectiveness;  ORGANIZATION -- Evaluation;  INCENTIVES in industry -- Research;  INDUSTRIAL management -- Research

 

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