The Consequences of Behaviour Based and Outcome Based Salesforce Control Systems: A Review Based Article

Salesforce is important for sales organizations in generating revenue and building image of the or anization among the customers. Organizations are making efforts to improve the productivity of the salesforce and the oranization. Ever since the study of Anderson and Oliver (1987), several studies have attempted to highlight the relationship between salesforce control system and its different consequences for salesforce and sales organizations. Taking into consideration the review of studies conducted from the year 1987 till 2016, this paper proposes a comprehensive framework which includes the impact of salesforce control system on salesforce as well as the sales organization. The study contributes to the existing salesforce control literature by finding that salesforce characteristics, salesforce performance, sales territory design and sales organization effectiveness are affected by the salesforce control system that is being used. The study has important implications for sales organizations as well as researchers.