Salesperson Performance and Managerially Controllable Factors: An Investigation of Individual and Work Group Effects
研究了管理可控因素（如薪酬、培训）与销售人员绩效的关系，发现部分因素对个体有效，部分则对整个工作群体产生影响，对管理者有实践启示。
Although prior studies in psychology, management, and marketing have explored the association between salesperson performance and managerially controllable factors, an assumption of these investigations is that the relationship between performance and such antecedents is applicable to salespersons viewed only as individuals without regard for their work group. In the present study, relationships between variables from three categories of managerially controllable factors (reported by salespersons) and salesperson performance (assessed by supervisors) were investigated in terms of individuals and work groups using Within and Between Analysis procedures. Results from two samples suggest that though several relationships between managerially controllable factors and salesperson performance are individually based, some relationships are relevantfor the work group as a whole. Implications of the results for management practice are discussed.