The efficacy of salesforce control systems: Their impact on the pharmaceutical industry in India.
By: Fatima, Z., Khan, A. and Mohammad, A.S
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Material type: 
BookPublisher: Management and Labour Studies Description: 49(2), May, 2024: p.275-292.
In:
Management and Labour StudiesSummary: 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.- Reproduced
https://journals.sagepub.com/doi/full/10.1177/0258042X231201496
| Item type | Current location | Call number | Vol info | Status | Date due | Barcode |
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Articles
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Indian Institute of Public Administration | 49(2), May, 2024: p.275-292 | Available | AR132113 |
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.- Reproduced
https://journals.sagepub.com/doi/full/10.1177/0258042X231201496
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