BEHAVIOR-BASED AND OUTCOME-BASED SALESFORCE CONTROL-SYSTEMS

The authors develop a conceptual model depicting relationships between salesforce control systems, characteristics, performance, and sales o rganization effectiveness as a framework for testing the propositions formulated by Anderson and Oliver (1987). The results from a study of 144 diverse sales organizations provide support for the relationship b etween behavior-based salesforce control systems and specific salesfor ce characteristics, different salesforce performance dimensions, and s ales organization effectiveness. The results imply a limited role for incentive compensation in salesforce control systems. They also sugges t the need for a proper blend between field sales management and compe nsation control and identify important avenues for future research.