The Effects of Some Situational Variables on Sales Force Governance System Characteristics

René Yves Darmon

26 citations0/0 files storedJournal of Personal Selling and Sales Management

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Accounting and Organizational Management Employee Performance and Motivation Corporate Governance and Management

Abstract

The objective of this paper is to put the recent outcome-based versus behavior-based control system research in a broader perspective. Through the development of a conceptual framework of sales force control, it is suggested that management should select the most appropriate control devices characterized along three main dimensions (centralized-decentralized, outcome-behavior-based, and quantitative-qualitative), depending on management's sales force selling and control objectives and on the availability and/or costs of relevant information. The proposed conceptual framework accounts for many aspects of the main control theories.

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References

2000The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior 1988Intrinsic Motivation and Self-Determination in Human Behavior 1976Markets and Hierarchies: Analysis and Antitrust Implications.1977Handbook of Industrial and Organizational Psychology.1979A Conceptual Framework for the Design of Organizational Control Mechanisms 1985Control: Organizational and Economic Approaches 1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems 1983Efficient Cultures: Exploring the Relationship Between Culture and Organizational Performance

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