The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems
Abstract
Forms of control systems used in salesforce evaluation and based on the monitoring of outcomes or of behaviors are described, contrasted, and evaluated in terms of emerging theories in economics, organization theory, and cognitive psychology. Generally, the principles of behavior control as opposed to outcome control are found to be consistent with these theoretical perspectives with exceptions as noted, though studies of descriptive trends suggest that outcome control remains useful as a sales management philosophy. The authors conclude with a set of propositions intended to stimulate research on the managerial and behavioral consequences of the two control philosophies.
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Cites
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MacKenzie, S. B., Podsakoff, P. M., & Fetter, R. (1991) · Organizational Behavior and Human Decision Processes · doi:10.1016/0749-5978(91)90037-t · Cited by 807
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Hennart, J.-F. (1993) · Organization Science · doi:10.1287/orsc.4.4.529 · Cited by 652
Blair, R. D., & Lafontaine, F. (2005) · doi:10.1017/cbo9780511753879 · Cited by 364
The adoption of information technology in the sales force
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Bande, B., Fernández-Ferrín, P., Varela-Neira, C., & Otero-Neira, C. (2016) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2014-0046 · Cited by 139
Mechanisms to control the marketing activities of foreign distributors
Pahud de Mortanges, C., & Vossen, J. (1999) · International Business Review · doi:10.1016/s0969-5931(98)00039-0 · Cited by 32
Metadata
- Authors
- Anderson, E., & Oliver, R. L.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1987-10
- Volume
- 51
- Issue
- 4
- Pages
- 76-88
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2330864153
- Cited by
- 1,197
- References
- 2
- FWCI
- 7.30
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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