Two Major Antecedents of Salesforce Motivation: Salesforce Control Systems and Compensation Plans

Abstract

Salesforce motivation is important for the success of the organization. Unless and until the salesforce is motivated, the organization will not be able to prosper. There are various factors that are responsible for salesforce motivation. It has been found that out of these many factors, the impact of salesforce control system and salesforce compensation plans is inevitable. Therefore, this study makes an attempt to analyze the impact of these two factors on salesforce motivation by following a review of selected studies from the year 1977 to 2014. Till now, none of the previous studies have analyzed the impact of these two factors on motivation. The review of studies reveals that salesforce control systems and compensation plans should be taken into consideration when motivation of salespeople is talked about as they have an impact on intrinsic as well as extrinsic motivation of salespeople. Based on the findings of the review, a framework is designed and implications and directions for future research are stated.

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

“…In a study based on a survey of 210 sales managers working in an export firm, the researchers found that the behaviour-based system of control has a significant impact on motivational and attitudinal dimensions of the sales managers . Fatima (2017), in a review-based study, found that the behaviourbased control system has a positive impact on salesforce intrinsic motivation. Miao and Evans (2012) divided behaviour-based control into activity-based and capability-based control and found no significant relationship between intrinsic motivation and behaviour-based control.…”

“…In a study based on a survey of 210 sales managers working in an export firm, the researchers found that the behaviour-based system of control has a significant impact on motivational and attitudinal dimensions of the sales managers (Theodosiou & Katsikea, 2007). Fatima (2017), in a review-based study, found that the behaviour-based control system has a positive impact on salesforce intrinsic motivation.…”

“…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). Further, as most studies have been conducted in the context of developed and or Western countries, a large chunk of the story is still missing (Baldauf et al, 2001a; Katsikea et al, 2011; Onyemah et al, 2010).…”

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

Alternative Compensation, Teacher Performance, and Policy Implications: An Equity Theory Approach

“…In general, compensation plans must be at least baseline competitive to attract and retain good talent (Kaplan, 2007). Best practices as it relates to compensation are utilized in other professions (e.g., Fatima, 2017; Low, 2016; Roberge, 2015), and school districts can benchmark and learn from other industries to ensure that teachers are paid equitably. Specifically, decision makers may benefit from management practices, including human resource management practices, and use appropriately attractive compensation to aid in more effective recruitment, as well as increased satisfaction, motivation, and retention of teachers.…”