The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

Zoha Fatima, Adil Khan and Abdul Saboor Mohammad

Management and Labour Studies, 2024, vol. 49, issue 2, 275-292

Abstract: The salesforce control system plays an important role in salesforce performance and organization effectiveness. This study investigates the influence of behaviour-based and outcome-based control systems on eight performance-related variables. Data have been collected from sales executives of pharmaceutical companies in India on the basis of a self-administered survey. A standardized close-ended survey instrument was utilized to gather the data. Post screening, a usable sample of 346 responses was analysed by employing partial least square structural equation modelling. The results indicate that although both kinds of salesforce control systems are acceptable, the behaviour-based one appears to be slightly better. Academic and managerial implications are discussed in this article.

Keywords: Salesforce control system; salespeople; pharmaceutical companies; behaviour-based control system; outcome-based control system; India (search for similar items in EconPapers)
Date: 2024
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Persistent link: https://EconPapers.repec.org/RePEc:sae:manlab:v:49:y:2024:i:2:p:275-292

DOI: 10.1177/0258042X231201496

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