... in the current study by extending outcome controls beyond those associated with revenue generation. B2B inside sales agents are subject to hybrid control systems (Sleep et al., 2020). The notion of hybrid control systems historically references the balance between behavioral and outcome sales...

... mechanisms, relates to employees’ goal orientations. A marketing control system refers to management activities to influence the attitudes and behaviors of employees in desirable ways (Jaworski, 1988 ; Oliver and Anderson, 1994). This may include the procedures involved in “monitoring, directing...

...Susi Geiger; Paolo Guenzi; Nikolaos Panagopoulos; Sergios Dimitriadis Purpose Two rather distinct lines of theory/research have emerged in the study of sales manager's effectiveness. The first focuses on the notion of sales force control systems (SFCS) while the second focuses on transformational...

... from the qualitative findings as further control mechanisms available to international retail franchisors. © Emerald Group Publishing Limited 2006 International trade Franchising Retailing Control systems Fashion Traditionally, international retailing and international...

...Nigel F. Piercy; David W. Cravens; Neil A. Morgan Reports a study of sales management in UK companies, which explores the relationship between behaviour‐based control systems and outcome‐based control systems. Although conventional theory has suggested that behaviour performance and outcome...