Salesforce control systems: a review of studies

Zoha Fatima

International Journal of Business Excellence, 2021, vol. 23, issue 2, 188-225

Abstract: Salesforce is one of the main assets of any organisation. As salesforce is controlled by a control system, it is important to know what kind of impact a salesforce control system has on the salesforce. This paper contributes to the salesforce control literature by providing a comprehensive review based on research published in the area of salesforce control system in the last 43 years (1975-2018). The objectives of this review are to examine the chronological trends in the area of salesforce control system research in terms of research focus, research methods, research type, geographical region, etc. Most of the studies included in our review have concluded that the salesforce control systems (behaviour-based and outcome-based) have different impact on salesforce characteristics, sales territory design, salesforce performance and sales organisation effectiveness. The study has important implications for sales organisations.

Keywords: salesforce control system; behaviour-based control; outcome-based control; salesforce performance; sales organisation effectiveness. (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (3)

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Persistent link: https://EconPapers.repec.org/RePEc:ids:ijbexc:v:23:y:2021:i:2:p:188-225

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