Behavior-based and outcome-based salesforce control systems
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
- Nonfinancial Incentives for Salesmen. Pruden, Henry O.; Cunningham, William H.; English, Wilke D. // Journal of Marketing;Oct72, Vol. 36 Issue 4, p55
Nonfinancial incentives of privilege pay, status pay, and power pay have a direct effect on the level of a salesmen's job satisfaction. Some significant relationships between nonfinancial incentives and job satisfaction of industrial salesmen are discussed in this article.
- An empirical test of the consequences of behavior-and outcome-based sales control systems. Oliver, Richard L.; Anderson, Erin // Journal of Marketing;Oct94, Vol. 58 Issue 4, p53
In a previous volume of this journal, the authors presented a behavior versus outcome sales control continuum based on methods of monitoring, directing, evaluating, and compensating the salesperson's efforts and results. They empirically test their propositions about how control system...
- Antecedents and Consequences of Merit Pay Fairness for Industrial Salespeople. Ramaswami, Sridhar N.; Singh, Jagdip // Journal of Marketing;Oct2003, Vol. 67 Issue 4, p46
How do salespeople make judgments of merit pay fairness? By what mechanisms do fairness judgments influence the performance and commitment of salespeople? Using equity and social exchange theories, the authors examine these questions for industrial salespeople who work in a Fortune 500 firm and...
- Rationalizing Salesmen's Compensation Plans. Webster Jr., Frederick E. // Journal of Marketing;Jan1966, Vol. 30 Issue 1, p55
Here is an answer to the need for a compensation plan closely tailored to management objectives, and to the abilities and needs of the individual salesman.
- SALES TRAINING TAKES CENTER STAGE. Lambert, Brian // T+D;Aug2009, Vol. 63 Issue 8, p62
The results of the most recent ASTD study, "State of the Sales Training Industry," reveal the absence of a clear, comprehensive definition of many sales training topics that may be contributing to the sales skills gap facing many organizations. What type of sales training content can sales...
- Job Attitudes and Sales Performance of major Appliance Salesmen. Cotham III, James C. // Journal of Marketing Research (JMR);Nov68, Vol. 5 Issue 4, p370
The notion that satisfied salesmen are better salesmen has long been a basic principle of sales management. Few attempts have been made to verify the relationship between job satisfaction and job performance in personal selling situations. This study explores these relationships in a retail chain.
- The Effect Of Product Sales Quotas on Sales Force Productivity. Winer, Leon // Journal of Marketing Research (JMR);May73, Vol. 10 Issue 2, p180
This article describes an actual controlled experiment to test the validity of the Davis-Farley sales compensation model. Results indicate that the implicit assumption of the model that salesmen seek to maximize income needs additional study.
- The Impact of Organizational Citizenship Behavior on Evaluations of Salesperson Performance. MacKenzie, Scott B.; Podsakoff, Philip M.; Fetter, Richard // Journal of Marketing;Jan93, Vol. 57 Issue 1, p70
The research objective was to examine the relative impact of "organizational citizenship behaviors" (OCBs) and objective sales productivity on sales managers' evaluations of the performance of their sales personnel. Objective measures of sales productivity were obtained for three diverse sales...
- Organizational Determinants of the Industrial Salesman's Role Conflict and Ambiguity. Walker Jr., Orville C.; Churchill Jr., Gilbert A.; Ford, Neil M. // Journal of Marketing;Jan1975, Vol. 39 Issue 1, p32
The article discusses role conflict and role ambiguity in salesmen, and attempts to determine whether some of these aspects of a sales position are a result of management. Role conflict arises when the salesman faces incompatible job demands from his organizational superiors, customers, family...