The Consequences of Behaviour Based and Outcome Based Salesforce Control Systems: A Review Based Article

Fatima, Zoha; Azam, Mohammad Khalid

doi:10.1177/2455265820170108

Cited by 3 publications

(3 citation statements)

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“…For instance, Baldauf et al (2005) examined how salesforce control mechanisms affect sales effectiveness, job satisfaction and sales performance. Similarly, Fatima and Azam (2017) discussed how intrinsic and extrinsic motives are influenced by salesforce controls. Equally, previous research (Fatima, 2020) sought to highlight salesforce control systems as a series of procedures for controlling, directing, assessing and compensating workers.…”

Section: Introductionmentioning

confidence: 99%

Formal salesforce control mechanisms and behavioral outcomes

Shin

Amenuvor

Boateng

et al. 2021

MIP

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PurposeThe current study aims to empirically examine the impact of formal salesforce control systems on salespeople and customer behavior.Design/methodology/approachData are collected from 704 salespeople and their respective visiting customers (704) in Ghana. The suggested hypotheses are tested through the structural equation (SEM) modeling technique.FindingsThe study results show that all three formal control mechanisms have positive and significant effects on customer-directed problem-solving and adaptive selling behaviors. Similarly, the study finds that salespeople's customer-directed problem-solving behavior increases, respectively, customer-directed opportunism and relationship continuity. Adaptive selling behavior also has significant positive effects on both customer-directed opportunism and relationship continuity, respectively.Practical implicationsThe study offers practical and theoretical insights into understanding salesforce control dynamics, customer-directed opportunism, adaptive selling behavior, customer-directed problem-solving behavior and continuity of relationships. The results also have significant consequences for sales organizations as they can help sales managers decide on the best form of salesforce control systems to deploy.Originality/valueThe current research demonstrates how control mechanisms can influence both adaptive selling and customer-directed problem-solving behaviors and how these could generate both customer-directed opportunism and relationship continuity.

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Section: Introductionmentioning

confidence: 99%

Formal salesforce control mechanisms and behavioral outcomes

Shin

Amenuvor

Boateng

et al. 2021

MIP

View full text Add to dashboard Cite

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“…Salesforce control systems have consequences for salesforce performance (Oh et al, 2021), salesforce motivation, sales organization effectiveness (Fatima, 2016;Fatima & Azam, 2017a, 2017b, servicesales ambidexterity (Ahmad et al, 2022), and salesforce adaptive selling behaviour (Shin et al, 2021).…”

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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“…A concentrated and detailed review of the existing literature is required to provide a holistic and comprehensive view of M&A and fill the aforementioned research gaps. The present study uses a systematic literature review (SLR) methodology over the traditional literature review method (Fatima & Azam, 2017) as it follows vivid series of steps that improve the quality of a review (Farooq & Jibran, 2017). Hence SLR becomes significant to discover the gaps to help future research.…”

Section: Introductionmentioning

confidence: 99%

Has the Product Patent Regime Impacted Mergers and Acquisitions? Unveiling with a Systematic Literature Review

Verma

Agrawal

2021

FIIB Business Review

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Mergers and acquisitions (M&As) are one of the most practised inorganic strategies to multiply economic profits, acquire new product capabilities, expand markets, diversify risk and bring synergistic gains. The purpose of the study is to review the literature related to companies’ financial analysis, pre and post-M&A after the Patents (Amendment) Act, 2005. The study follows a systematic literature review (SLR) process where 128 research publications from 2005–2020 are examined after applying the required review protocols. SLR found a deficient practical contribution of the limited literature on the three perspectives, namely, from accounting, productivity and managerial perspectives at the international level. Furthermore, there is also a dearth of studies from the three perspectives for the Indian Pharmaceutical Industry (IPI) post the Patents (Amendment) Act, 2005. This review finds that there is a need for a unified approach for evaluating the success of M&A in IPI. Future studies can encourage research that ties these three perspectives to a common thread and furnishes a holistic approach for analysis. It will further bolster the research to provide practical insights to companies’ rooting for a robust financial analysis.

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The Consequences of Behaviour Based and Outcome Based Salesforce Control Systems: A Review Based Article

Cited by 3 publications

References 0 publications

Formal salesforce control mechanisms and behavioral outcomes

Formal salesforce control mechanisms and behavioral outcomes

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

Has the Product Patent Regime Impacted Mergers and Acquisitions? Unveiling with a Systematic Literature Review

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