The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India
Zoha Fatima,
Adil Khan,
Abdul Saboor Mohammad
Abstract: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 e… Show more
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