Past, present, and future of sales control systems: A multi-method bibliometric analysis

IF 7.5 1区管理学 Q1 BUSINESS

Industrial Marketing Management Pub Date : 2025-09-22 DOI:10.1016/j.indmarman.2025.09.004

Dong Liu , Yi Zheng , Fred Miao , Guocai Wang

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引用次数: 0

Abstract

Sales control systems are one of the most important research topics in the sales literature. Research on sales control systems has grown significantly in the past two decades. This study analyzed 248 articles on sales control systems using qualitative and quantitative bibliometric methods, such as performance analysis, co-citation analysis, and co-word analysis. In particular, performance analysis identifies influential articles, authors, and theories in the sales control literature. Co-citation analysis depicts the thematic evolution in the sales control literature across two periods (i.e., 1980–2012 and 2013–2024). Co-word analysis reveals the most popular keywords, which represent mainstream research themes. Moreover, social network analysis was performed to show the disconnections among the keywords, thereby identifying eight topics for future research opportunities in the sales control literature. This study crystalizes the current state of knowledge about the sales control systems, deepens our understanding of the evolution of the sales control literature, and uncovers important gaps for future research inquiries.

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销售控制系统的过去、现在和未来：多方法文献计量学分析

销售控制系统是销售文献中最重要的研究课题之一。在过去的二十年里，对销售控制系统的研究有了显著的发展。本研究采用定性和定量的文献计量学方法，如绩效分析、共引分析和共词分析，分析了248篇关于销售控制系统的文章。具体来说，绩效分析可以识别销售控制文献中有影响力的文章、作者和理论。共引分析描述了两个时期（1980-2012年和2013-2024年）销售控制文献的主题演变。共词分析揭示了最流行的关键词，这些关键词代表了主流的研究主题。此外，进行了社会网络分析，以显示关键字之间的脱节，从而确定了销售控制文献中未来研究机会的八个主题。本研究明确了目前关于销售控制系统的知识状况，加深了我们对销售控制文献演变的理解，并为未来的研究询问揭示了重要的空白。

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来源期刊

Industrial Marketing Management Multiple-

CiteScore

17.30

自引率

20.40%

发文量

255

期刊介绍： Industrial Marketing Management delivers theoretical, empirical, and case-based research tailored to the requirements of marketing scholars and practitioners engaged in industrial and business-to-business markets. With an editorial review board comprising prominent international scholars and practitioners, the journal ensures a harmonious blend of theory and practical applications in all articles. Scholars from North America, Europe, Australia/New Zealand, Asia, and various global regions contribute the latest findings to enhance the effectiveness and efficiency of industrial markets. This holistic approach keeps readers informed with the most timely data and contemporary insights essential for informed marketing decisions and strategies in global industrial and business-to-business markets.