{"title":"销售控制系统的功效:它们对印度制药业的影响","authors":"Zoha Fatima, Adil Khan, Abdul Saboor Mohammad","doi":"10.1177/0258042x231201496","DOIUrl":null,"url":null,"abstract":"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.","PeriodicalId":325866,"journal":{"name":"Management and Labour Studies","volume":" 27","pages":"0"},"PeriodicalIF":0.0000,"publicationDate":"2023-11-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":"{\"title\":\"The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India\",\"authors\":\"Zoha Fatima, Adil Khan, Abdul Saboor Mohammad\",\"doi\":\"10.1177/0258042x231201496\",\"DOIUrl\":null,\"url\":null,\"abstract\":\"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.\",\"PeriodicalId\":325866,\"journal\":{\"name\":\"Management and Labour Studies\",\"volume\":\" 27\",\"pages\":\"0\"},\"PeriodicalIF\":0.0000,\"publicationDate\":\"2023-11-09\",\"publicationTypes\":\"Journal Article\",\"fieldsOfStudy\":null,\"isOpenAccess\":false,\"openAccessPdf\":\"\",\"citationCount\":\"0\",\"resultStr\":null,\"platform\":\"Semanticscholar\",\"paperid\":null,\"PeriodicalName\":\"Management and Labour Studies\",\"FirstCategoryId\":\"1085\",\"ListUrlMain\":\"https://doi.org/10.1177/0258042x231201496\",\"RegionNum\":0,\"RegionCategory\":null,\"ArticlePicture\":[],\"TitleCN\":null,\"AbstractTextCN\":null,\"PMCID\":null,\"EPubDate\":\"\",\"PubModel\":\"\",\"JCR\":\"\",\"JCRName\":\"\",\"Score\":null,\"Total\":0}","platform":"Semanticscholar","paperid":null,"PeriodicalName":"Management and Labour Studies","FirstCategoryId":"1085","ListUrlMain":"https://doi.org/10.1177/0258042x231201496","RegionNum":0,"RegionCategory":null,"ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"","JCRName":"","Score":null,"Total":0}
The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India
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.
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