Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
对比了基于结果和基于行为的销售队伍控制系统，从经济学、组织理论和认知心理学角度评估其一致性，并指出结果控制仍具实用性，最后提出研究命题。
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.