Fatima, Z., Khan, A. and Mohammad, A.S. creator text Management and Labour Studies monographic eng

print

49(2), May, 2024: p.275-292 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 Management and Labour Studies 240531