Salesforce control systems: a review of studies

Fatima, Zoha

doi:10.1504/ijbex.2021.113466

Cited by 7 publications

(4 citation statements)

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“…While we agree that some research has been done on salesforce control mechanisms, we believe that this paper uniquely contributes to the existing literature in a modest way (Fatima, 2021), as it appears to be one of the very few to investigate the impact of salespeople's output control on perceived job autonomy, as well as the effect of perceived job autonomy on customer-oriented selling behaviours (customer-directed problem solving and adaptive selling behaviours). The paper also investigates the mediating roles of customer-directed problem solving and adaptive selling behaviour in the same relationship, adding to its richness.…”

Section: Introductionmentioning

confidence: 91%

Salesforce output control and customer-oriented selling behaviours

Amenuvor

Basilisco²,

Boateng³

et al. 2022

MIP

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PurposeThis study sets out to empirically investigate the effect of salesforce output control on perceived job autonomy, customer-oriented selling behaviours and sales performance.Design/methodology/approachData are gathered from 704 salespeople and their visiting customers in Ghana. The hypotheses are tested using the structural equations modelling technique (SEM).FindingsAccording to the findings of the study, output control has a significant and positive impact on perceived job autonomy. It also discovers that perceived job autonomy improves both customer-directed problem solving and adaptive selling behaviours. Furthermore, the study finds that customer-directed problem solving and adaptive selling behaviours both improve sales performance. Moreover, the study uncovers that perceived job autonomy mediates the relationship between output control and customer-oriented selling behaviours, whereas both customer-oriented selling behaviours mediate the relationship between perceived job autonomy and sales performance.Practical implicationsThe current study provides both practical and theoretical insights into salesforce control dynamics, job autonomy, adaptive selling behaviour, customer-directed problem-solving behaviour and sales performance. The findings have important implications for sales organisations because they can assist sales managers in determining the best type of salesforce control systems to deploy and highlight the strategic role job autonomy plays in enhancing sales performance.Originality/valueThe current study shows how output control can influence salespeople's perceived job autonomy, adaptive selling and customer-directed problem-solving behaviours, and how these can improve sales performance.

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Section: Introductionmentioning

confidence: 91%

Salesforce output control and customer-oriented selling behaviours

Amenuvor

Basilisco²,

Boateng³

et al. 2022

MIP

View full text Add to dashboard Cite

show abstract

“…Transactions begin with the exchange of resources and information to achieve one's own goal with other companies with essentially different goals. In exchange relationships, one party monitors the other party's activities to ensure that its goal is met (Fatima, 2021;Wang et al, 2020;Merchant, 1984). A written agreement that specifies important decision criteria and terms related to the partner's task responsibilities can help partners manage one another's opportunism (Shin et al, 2021;Stinchcombe, 1985;Williamson, 1985).…”

Section: Hypotheses and Research Modelmentioning

confidence: 99%

“…The relationship with the target of control is steered, directed and enforced by the controller (Gilliland, 2023). In typical exchange relationships, one party monitors the activities of the other party to ensure that the goal is met (Fatima, 2021;Wang and Zhang, 2019;Merchant, 1984). A written agreement that specifies key decision criteria and terms related to the partner's task responsibilities can assist partners in managing one another's opportunism (Shin et al, 2021;Stinchcombe, 1985;Williamson, 1985).…”

Section: Introductionmentioning

confidence: 99%

Effects of contractual completeness on opportunistic behaviors, multilevel transaction costs and relationship termination intention: the moderating effect of alternative attractiveness

Lee

Amenuvor

2023

EJM

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Purpose This study which is positioned in the ambit of control research investigates the impact of ex ante contractual completeness on opportunistic behaviors and ex post transaction costs, while assessing how these affect relationship termination intention. This study aims to examine alternative attractiveness as a necessary moderator of the nexus between transaction cost and relationship termination intention. Design/methodology/approach Data gathered from 211 companies in South Korea that have installed and run outsourced vending machines are analyzed and used to validate the study’s theoretical and empirical contributions. Findings The findings, which rely only on data from companies that outsource and those that run outsourced vending machines, show that contractual completeness negatively affects both active and passive opportunism. The study also discovers that active opportunism positively affects both bargaining costs and monitoring costs, whereas passive opportunism has a positive and direct effect on maladaptation costs but a negative effect on monitoring costs. It further finds that both bargaining and maladaptation costs have positive and direct effects on relationship termination intention, while monitoring costs have a negative effect on the same. Furthermore, it is observed that alternative attractiveness moderates the relationships between bargaining costs and relationship termination intention, as well as maladaptation costs and relationship termination intention. Practical implications This study demonstrates that contractual completeness can serve as an important ex ante control mechanism, whereas the two types of opportunism can raise transaction costs. Furthermore, alternative attractiveness is identified as a driver of the impact of transaction costs on relationship termination intention. Originality/value A key point of the departure of this study is that it examines the moderating role of alternative attractiveness in the relationship between transaction cost and relationship termination intention. The paper also advances the control literature by emphasizing the critical role that contractual completeness plays in reducing the occurrence of (both active and passive) opportunism in business relationships (especially companies that outsource).

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“…However, which control system is better suited to a particular organization may depend on the context, thus making it a debatable topic in literature (De Oliveira Santini et al, 2019). Despite the notion that most studies seem to converge in favour of the behavioural-based control system, many studies indicate that the outcome-based control system can be more proficient in certain contexts (Fatima, 2021). Researchers attributed this contradiction to cultural differences (Fatima, 2017).…”

Section: Introductionmentioning

confidence: 99%

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

Fatima,

Khan,

Mohammad

2023

Management and Labour Studies

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The salesforce control system plays an important role in salesforce performance and organization effectiveness. This study investigates the influence of behaviour-based and outcome-based control systems on eight performance-related variables. Data have been collected from sales executives of pharmaceutical companies in India on the basis of a self-administered survey. A standardized close-ended survey instrument was utilized to gather the data. Post screening, a usable sample of 346 responses was analysed by employing partial least square structural equation modelling. The results indicate that although both kinds of salesforce control systems are acceptable, the behaviour-based one appears to be slightly better. Academic and managerial implications are discussed in this article.

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Salesforce control systems: a review of studies

Cited by 7 publications

References 0 publications

Salesforce output control and customer-oriented selling behaviours

Salesforce output control and customer-oriented selling behaviours

Effects of contractual completeness on opportunistic behaviors, multilevel transaction costs and relationship termination intention: the moderating effect of alternative attractiveness

The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

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