Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
作者对比了基于行为监控与基于结果监控的两种销售团队控制系统，并从经济学、组织理论和认知心理学的新理论视角进行评价。总体上，行为控制原则与这些理论视角更一致，但存在例外；描述性趋势研究显示，结果控制作为销售管理哲学仍有用。作者最后提出一系列命题，旨在激发对两种控制哲学的管理和行为后果的研究。
Forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors are described, contrasted, and evaluated in terms of emerging theories in economics, organization theory, and cognitive psychology. Generally, the principles of behavior control as opposed to outcome control are found to be consistent with these theoretical perspectives with exceptions as noted, though studies of descriptive trends suggest that outcome control remains useful as a sales management philosophy. The authors conclude with a set of propositions intended to stimulate research on the managerial and behavioral consequences of the two control philosophies.