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Salesforce control systems: a review of studies

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  • Zoha Fatima

Abstract

Salesforce is one of the main assets of any organisation. As salesforce is controlled by a control system, it is important to know what kind of impact a salesforce control system has on the salesforce. This paper contributes to the salesforce control literature by providing a comprehensive review based on research published in the area of salesforce control system in the last 43 years (1975-2018). The objectives of this review are to examine the chronological trends in the area of salesforce control system research in terms of research focus, research methods, research type, geographical region, etc. Most of the studies included in our review have concluded that the salesforce control systems (behaviour-based and outcome-based) have different impact on salesforce characteristics, sales territory design, salesforce performance and sales organisation effectiveness. The study has important implications for sales organisations.

Suggested Citation

  • Zoha Fatima, 2021. "Salesforce control systems: a review of studies," International Journal of Business Excellence, Inderscience Enterprises Ltd, vol. 23(2), pages 188-225.
    • Handle: RePEc:ids:ijbexc:v:23:y:2021:i:2:p:188-225
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    Cited by:

    1. Lessassy, Léopold, 2023. "Investigating a three-way interaction of manufacturer control, retail control and dependence on salesforce performance. Does the role of frontline employees matters ?," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).

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