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Effect of Salesforce Control System and Supervisory Behaviour on Job Satisfaction of Salespeople:A Review of Studies


Affiliations
1 Department of Business Administration, Aligarh Muslim University, U. P., India
 

A salesforce control system is an organization's process to monitor, direct, evaluate and reward salespeople (Anderson and Oliver, 1987). It has an impact on salesforce job satisfaction, job performance as well as on the results achieved by the organization. Due to its importance in affecting salespeople and organizational variables, sales organizations are making efforts to choose the right kind of salesforce control system (either behaviour based or outcome based or hybrid salesforce control system). Moreover, the other factor that is closely related to salesforce control system and which has important influence on salesforce characteristics like job satisfaction is supervisory behaviour of sales managers. This paper contributes by making an attempt to analyze the effect of salesforce control system as well as sales manager supervisory behaviour on job satisfaction of salespeople.The analysis is based on the review of studies taken from the period 1976 to 2014.Based on the findings of the review, research implications are stated.

Keywords

Salesforce Control System, Job Satisfaction, Supervisory Behaviour.
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  • Effect of Salesforce Control System and Supervisory Behaviour on Job Satisfaction of Salespeople:A Review of Studies

Abstract Views: 286  |  PDF Views: 224

Authors

Ms. Zoha Fatima
Department of Business Administration, Aligarh Muslim University, U. P., India
M. Khalid Azam
Department of Business Administration, Aligarh Muslim University, U. P., India

Abstract


A salesforce control system is an organization's process to monitor, direct, evaluate and reward salespeople (Anderson and Oliver, 1987). It has an impact on salesforce job satisfaction, job performance as well as on the results achieved by the organization. Due to its importance in affecting salespeople and organizational variables, sales organizations are making efforts to choose the right kind of salesforce control system (either behaviour based or outcome based or hybrid salesforce control system). Moreover, the other factor that is closely related to salesforce control system and which has important influence on salesforce characteristics like job satisfaction is supervisory behaviour of sales managers. This paper contributes by making an attempt to analyze the effect of salesforce control system as well as sales manager supervisory behaviour on job satisfaction of salespeople.The analysis is based on the review of studies taken from the period 1976 to 2014.Based on the findings of the review, research implications are stated.

Keywords


Salesforce Control System, Job Satisfaction, Supervisory Behaviour.

References