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The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India

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  • Zoha Fatima
  • Adil Khan
  • Abdul Saboor Mohammad

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.

Suggested Citation

  • Zoha Fatima & Adil Khan & Abdul Saboor Mohammad, 2024. "The Efficacy of Salesforce Control Systems: Their Impact on the Pharmaceutical Industry in India," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 49(2), pages 275-292, May.
    • Handle: RePEc:sae:manlab:v:49:y:2024:i:2:p:275-292
    DOI: 10.1177/0258042X231201496
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