Behavior-Based and Outcome-Based Salesforce Control Systems
研究构建了销售队伍控制系统与特征、绩效及组织有效性的概念模型，基于144家销售组织的数据验证了行为控制系统与销售队伍特征、绩效维度和组织有效性的关系，发现激励补偿在控制系统中的作用有限。
The authors develop a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales organization effectiveness as a framework for testing the propositions formulated by Anderson and Oliver (1987). The results from a study of 144 diverse sales organizations provide support for the relationship between behavior-based salesforce control systems and specific salesforce characteristics, different salesforce performance dimensions, and sales organization effectiveness. The results imply a limited role for incentive compensation in salesforce control systems. They also suggest the need for a proper blend between field sales management and compensation control and identify important avenues for future research.