An Empirical Investigation of Perceptual Incongruence Between Sales Managers and Salespeople as to Sales Force Control System Application

This file is part of IDEAS, which uses RePEc data

An Empirical Investigation of Perceptual Incongruence Between Sales Managers and Salespeople as to Sales Force Control System Application

Author Info

Jozée Lapierre
Bernard Sinclair-Desgagné ()

Additional information is available for the following registered author(s):

Bernard Sinclair-Desgagné

Abstract

This paper builds on the foundation laid by Oliver and Anderson (1994) and empirically tests their control instrument using two samples: sales managers and salespeople in three Canadian high-tech industries. The results reveal that the instrument is better suited to the salesperson sample and, as expected, the perceptions of salespeople and sales managers regarding the three-level control system - overall system, components and items - do effectively differ. There is no ambiguity as far as the first two levels are concerned. However, there is some agreement between both groups at the third level. Note that only the hypotheses expecting similar perceptions between the two groups do not bear out.

Cette étude a pour objet de tester empiriquement l'instrument de contrôle développé par Oliver et Anderson (1994) sur deux échantillons: gestionnaires de la force de vente et représentants de la force de vente dans trois industries canadiennes à haut contenu technologique. Les résultats montrent que l'instrument est mieux adapté à l'échantillon des représentants des ventes et, tel qu'attendu, les perceptions des représentants des ventes et des gestionnaires de la force de vente en ce qui a trait aux trois niveaux du système de contrôle -système global, composantes et énoncés - effectivement diffèrent. Il n'y a aucune ambiguïté en ce qui concerne les deux premiers niveaux. Cependant, on trouve un certain accord entre les deux groupes au troisième niveau. Enfin, les résultats montrent que seules les hypothèses énonçant des perceptions similaires entre les deux groupes ne sont pas confirmées.

Download Info
To download:

If you experience problems downloading a file, check if you have the proper application to view it first. Information about this may be contained in the File-Format links below. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.

Publisher Info
Paper provided by CIRANO in its series CIRANO Working Papers with number 2004s-10.

Download reference. The following formats are available: HTML (with abstract), plain text (with abstract), BibTeX, RIS (EndNote, RefMan, ProCite), ReDIF
Length:
Date of creation: 01 Mar 2004
Date of revision:
Handle: RePEc:cir:cirwor:2004s-10

Contact details of provider:
Postal: 2020 rue University, 25e �tage, Montr�al, Qu�c, H3A 2A5
Phone: (514) 985-4000
Fax: (514) 985-4039
Email:
Web page: http://www.cirano.qc.ca/
More information through EDIRC

For technical questions regarding this item, or to correct its listing, contact: (Webmaster).

This paper has been announced in the following NEP Reports:

NEP-ALL-2004-03-14 (All new papers)

References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:

Coughlan, Anne T & Narasimhan, Chakravarthi, 1992. "An Empirical Analysis of Sales-Force Compensation Plans," Journal of Business, University of Chicago Press, vol. 65(1), pages 93-121, January. [Downloadable!] (restricted)

Full references

Statistics
Access and download statistics

Did you know? You can use IDEAS to provide links to papers and articles in your course syllabus.

This page was last updated on 2009-12-19.

This information is provided to you by IDEAS at the Department of Economics, College of Liberal Arts and Sciences, University of Connecticut using RePEc data on a server sponsored by the Society for Economic Dynamics.