Salesforce Control Systems as Direct Antecedents of Salesperson and Sales Unit Performance: A Literature Review
- *Corresponding Author:
- Benet-Zepf A
Universitat de Valencia Valencia, Valencia, Spain
Tel: 0034 639135100
E-mail: [email protected]
Received Date: January 12, 2016; Accepted Date: January 22, 2017; Published Date: January 28, 2017
Citation: Benet-Zepf A, Marin-Garcia JA, Kuster I (2017) Salesforce Control Systems as Direct Antecedents of Salesperson and Sales Unit Performance: A Literature Review. Bus Eco J 8: 281. doi: 10.4172/2151-6219.1000281
Copyright: © 2017 Benet-Zepf A, et al. This is an open-access article distributed under the terms of the Creative Commons Attribution License, which permits unrestricted use, distribution, and reproduction in any medium, provided the original author and source are credited.
The impact from sales control systems on individual and organizational effectiveness has been a major issue for scholars since these systems were conceptualized by Anderson and Oliver and Jaworski. Salesperson behavioral performance appears as an antecedent of outcome performance, and both are connected to sales unit effectiveness. This paper focuses on a deep literature review during the period 1983-2014, based on the control systems’ typologies found, and summarizes the multiple evidences found, connecting this systems with the salesperson behavioral performance and the outcome performance –and between them-, and both individual results with the sales unit effectiveness, including its managerial implications. After the review of the 142 articles in the field, a cluster of four research directions are identified, namely: (1) the impact of the different variables and activities on the control systems and the performance levels, (2) the methodological variables, (3) the measures of the level control system or performance, and (4) the multisectorial, multicultural and multinational sales environment.