2023
DOI: 10.1108/ijphm-08-2022-0084
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A new perspective on behavior-based sales control system and salespersons’ job outcomes: an outbound pharmaceutical sales perspective

Abstract: Purpose This study aims to investigate the direct effect of the behavior-based sales control system on job outcomes: salesperson’s performance and turnover intentions. The current study also intends to integrate these two streams by conceptualizing work engagement as a mediating variable between behavior-based sales control systems and salespersons’ job outcomes in the pharmaceutical sales context. Design/methodology/approach Data was collected through multi-stage stratified random sampling from a sample of … Show more

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