000			01357nam a22001457a 4500
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100			_aFatima, Z., Khan, A. and Mohammad, A.S. _953268
245			_aThe efficacy of salesforce control systems: Their impact on the pharmaceutical industry in India.
260			_aManagement and Labour Studies
300			_a49(2), May, 2024: p.275-292
520			_aThe 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
773			_aManagement and Labour Studies
906			_aLABOUR
942			_cAR