Sales force control systems: A review of measurement practices and proposed scale refinements

Journal of Personal Selling and Sales Management

Volumn 28, Issue 4, 2008, Pages 365-385

  Panagopoulos, Nikolaos ^a   Avlonitis, George ^a  

^a ATHENS UNIVERSITY OF ECONOMICS AND BUSINESS   (Greece)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 67649986990     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134280403     Document Type: Review

References (68)

1. Aitkin, Murray, Dorothy Anderson, and John Hinde (1981), "Statistical Modeling of Data on Teaching Styles," Journal of the Royal Statistical Society, A 144 (4), 419-461.
2. Anderson Erin, and Richard L. Oliver (1987), "Perspectives on Behavior-Based Versus Outcome-Based Salesforce Control Systems," Journal of Marketing, 51 (4), 76-88.
3. Anderson, James C., and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Jour nal of Applied Psychology, 103 (3), 411-423.
4. Armstrong, J. Scott, and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys," Journal of Marketing Research, 14 (3), 396-402.
5. Babakus, Emin, David W. Cravens, Ken Grant, Thomas N. Ingram, and Raymond LaForge (1996), "Investigating the Relationships Among Sales, Management Control, Sales Territory Design, Salesperson Performance, and Sales Organization Effectiveness," International Journal of Research in Marketing, 13 (4), 345-363.
6. Baldauf, Artur, and David W. Cravens (1999), "Improving the Effectiveness of Field Sales Organizations: A European Perspective," Industrial Marketing Management, 28 (1), 63-72.
7. -, -, and Ken Grant (2002), "Consequences of Sales Management Control in Field Sales Organizations: A Cross-National Perspective," International Business Review, 11 (5), 577-609.
8. -, -, and Nigel F. Piercy (2001a), "Examining Business Strategy, Sales Management, and Salesperson Antecedents of Sales Organization Effectiveness," Journal of Personal Selling & Sales Management, 21, 2 (Spring), 109-122.
9. -, -, and - (2001b), "Examining the Consequences of Sales Management Control Strategies in European Field Sales Organizations," International Marketing Review, 18 (5), 474-508.
10. -, -, and - (2005), "Sales Management Control Research - Synthesis and an Agenda for Future Research," Journal of Personal Selling & Sales Management, 25, 1 (Winter), 7-26.
11. Barker, Tansu A. (2001), "Salespeople Characteristics, Sales Managers' Activities and Territory Design as Antecedents of Sales Organization Performance," Marketing Intelligence & Planning, 19 (1), 21-28.
12. Baumgartner, Hans, and Christian Homburg (1996), "Applications of Structural Equation Modeling in Marketing and Consumer Research: A Review," International Journal of Research in Marketing, 13 (2), 139-161.
13. Bergen, Mark, Shantanu Dutta, and Orville C. Walker, Jr. (1992), "Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories," Journal of Marketing, 56 (3), 1-24.
14. Brown, Steven P. , Kenneth R. Evans, Murali K. Mantrala, and Goutam Challagalla (2005), "Adapting Motivation, Control and Compensation Research to a New Environment," Journal of Personal Selling & Sales Management, 25, 2 (Spring), 155-167.
15. Churchill, Gilbert A., Jr. (1992), "Better Measurement Practices Are Critical to Better Understanding of Sales Management Issues," Journal of Personal Selling & Sales Management, 12, 2 (Spring), 73-80.
16. Clark, Lee Anna, and David Watson (1995), "Constructing Validity: Basic Issues in Objective Scale Development," Psychological Assessment, 7 (3), 309-319.
17. Comer, James M., Karen A. Machleit, and Rosemary R. Lagace (1989), "Psychometric Assessment of a Reduced Version of INDSALES," Journal of Business Research, 18 (4), 291-302.
18. Cravens, David W., Nigel F. Piercy, and George S. Low (2006), "Globalization of the Sales Organization: Management Control and Its Consequences," Organizational Dynamics, 35 (3), 291-303.
19. -, Thomas N. Ingram, Raymond W. LaForge, and Clifford E. Young (1993), "Behavior-Based and Outcome-Based Control Systems," Journal of Marketing, 57 (October), 47-59.
20. -, Ken Grant, Thomas N. Ingram, Raymond W. LaForge, and Clifford E. Young (1992a), "Comparison of Field Sales Management Activities in Australian and American Sales Organizations," Journal of Global Marketing, 5 (4), 23-45.
21. -, -, -, -, and - (1992b), "In Search of Excellent Sales Organizations," European Journal of Marketing, 26 (1), 6-23.
22. Cronbach, Lee J. (1990), Essentials of Psychological Testing, New York: Harper Collins.
23. Darmon, Rene Y. (1998), "The Effects of Some Situational Variables on Sales Force Governance Characteristics," Journal of Personal Selling & Sales Management, 18, 1 (Winter), 17-30.
24. Evans, Kenneth R., Timothy D. Landry, Po-Chien Li, and Shaoming Zou (2007), "How Sales Controls Affect Job-Related Outcomes: The Role of Organizational Sales-Related Psychological Climate Perceptions," Journal of the Academy of Marketing Science, 35 (3), 445-459.
25. Fabrigar, Leandre R., Duane T. Wegener, Robert C. MacCallum, and Erin J. Strahan (1999), "Evaluating the Use of Exploratory Factor Analysis in Psychological Research," Psychological Methods, 4 (3), 272-279.
26. Fornell, Claes, and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error," Journal of Marketing Research, 18 (1), 39-50.
27. Gerbing, David W. , and James C. Anderson (1988), "An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment," Journal of Marketing Research, 25 (2), 186-192.
28. Grant, Ken, and David W. Cravens (1996), "Examining Sales Force Performance in Organizations That Use Behavior-Based Sales Management Processes," Industrial Marketing Management, 25 (5), 331-371.
29. -, and - (1999), "Examining the Antecedents of Sales Organization Effectiveness: An Australian Study," European Journal of Marketing, 33 (9-10), 945-957.
30. Green, Samuel B., Marylin S. Thompson, and Jennifer Poirier (1999), "Exploratory Analyses to Improve Model Fit: Errors Due to Misspecifi cation and a Strategy to Reduce Their Occurrence," Structural Equation Modeling, 6 (1), 113-126.
31. Hardesty, David M., and William O. Bearden (2004), "The Use of Expert Judges in Scale Development: Implications for Improving Face Validity of Measures of Unobservable Constructs," Journal of Business Research, 57 (2), 98-104.
32. Hofmann, David A. (1997), "An Overview of the Logic and Rationale of Hierarchical Linear Models," Journal of Management, 23 (6), 723-744.
33. Hofstede, Geert (1980), Culture's Consequences: International Differences in Work-Related Values, Beverly Hills, CA: Sage.
34. Hox, Joop (2002), Multilevel Analysis, Mahwah, NJ: Lawrence Erlbaum.
35. Hunter, Gary K., and William D. Perreault, Jr. (2007), "Making Sales Technology Effective," Journal of Marketing, 71 (1), 16-34.
36. Jaworski, Bernard J. (1988), "Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences," Journal of Marketing, 52 (3), 23-39.
37. Jobber, David, Graham J. Hooley, and David Shipley (1993), "Organizational Size and Salesforce Evaluation Practices," Journal of Personal Selling & Sales Management, 13, 2 (Spring), 37-48.
38. Johnson, Devon S., and Sundar Bharadwaj (2005), "Digitization of Selling Activity and Sales Force Performance: An Empirical Investigation," Journal of the Academy of Marketing Science, 33 (1), 3-18.
39. Jöreskog, Karl G., and Dag Sörbom (1993), LISREL 8: Structural Equation Modeling with the SIMPLIS Command Language, Lincolnwood, IL: Scientific Software International.
40. Katsikea, Evangelia, Marios Theodosiou, and Robert E. Morgan (2007), "Managerial Organizational, and External Drivers of Sales Effectiveness in Export Market Ventures," Journal of the Academy of Marketing Science, 35 (2), 270-283.
41. Law, Kenneth S., Chi-Sum Wong, and William H. Mobley (1998), "Toward a Taxonomy of Multidimensional Constructs," Academy of Management Review, 23 (4), 741-755.
42. Long, Scott J. (1983), Covariance Structure Models: An Introduction to LISREL, Beverly Hills, CA: Sage.
43. MacCallum, Robert C., Mary Roznowski, and Lawrence B. Necowitz (1992), "Model Modifi cations in Covariance Structure Analysis: The Problem of Capitalization on Chance," Psychological Bulletin, 111 (3), 490-504.
44. Menguc, Bulent, and Tansu A. Barker (2003), "The Performance Effects of Outcome-Based Incentive Pay Plans on Sales Organizations: A Contextual Analysis," Journal of Personal Selling & Sales Management, 23, 4 (Fall), 341-358.
45. Miracle, Gordon E. (1965), "Product Characteristics and Marketing Strategy," Journal of Marketing, 29 (1), 18-27.
46. Moncrief, William, C., Greg W. Marshall, and Felicia G. Lassk (2006), "A Contemporary Taxonomy of Sales Positions," Journal of Personal Selling & Sales Management, 26, 1 (Winter), 55-65.
47. Mowday, Richard T., Richard M. Steers, and Lyman W. Porter (1979), "The Measurement of Organizational Commitment," Journal of Vocational Behavior, 14 (2), 224-247.
48. Oliver, Richard L., and Erin Anderson (1994), "An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems," Journal of Marketing, 58 (4), 53-67.
49. Palmatier, Robert W., Lisa K. Scheer, Mark B. Houston, Kenneth R. Evans, and Srinath Gopalakrishna (2007), "Use of Relationship Marketing Programs in Building Customer-Salesperson and Customer-Firm Relationships: Differential Infl uences on Financial Outcomes," International Journal of Research in Marketing, 24 (3), 210-223.
50. Piercy, Nigel F. , David W. Cravens, and Nikala Lane (2001), "Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Gender Differences," Journal of Personal Selling & Sales Management, 21, 1 (Winter), 39-49.
51. -, -, and - (2003), "Sales Manager Behavior Control Strategy and Its Consequences: The Impact of Manager Gender Differences," Journal of Personal Selling & Sales Management, 23, 3 (Summer), 221-237.
52. -, -, and Neil A. Morgan (1997), "Sources of Effectiveness in the Business-to-Business Sales Organization," Journal of Marketing Practice: Applied Marketing Science, 3 (1), 43-69.
53. -, -, and - (1998), "Salesforce Performance and Behaviour-Based Management Processes in Business-to-Business Sales Organizations," European Journal of Marketing, 32 (1-2), 79-100.
54. -, -, and - (1999), "Relationships Between Sales Management Control, Territory Design, Salesforce Performance and Sales Organization Effectiveness," British Journal of Management, 10 (2), 95-111.
55. -, Nikala Lane, and David W. Cravens (2002), "A Gender Perspective on Salesperson Organizational Citizenship Behaviour, Sales Manager Control Strategy and Sales Unit Effectiveness," Women in Management Review, 17 (8), 373-391.
56. -, George S. Low, and David W. Cravens (2004a), "Consequences of Sales Management's Behavior- and Compensation-Based Control Strategies in Developing Countries," Journal of International Marketing, 12 (3), 30-57.
57. -, -, and - (2004b), "Examining the Effectiveness of Sales Management Control Practices in Developing Countries," Journal of World Business, 39 (3), 255-267.
58. -, David W. Cravens, Nikala Lane, and Douglas W. Vorhies (2006), "Driving Organizational Citizenship Behaviors and Salesperson Performance: The Role of Management Control and Perceived Organizational Support," Journal of the Academy of Marketing Science, 34 (2), 244-262.
59. Ping, Robert A. (2003), "Testing Latent Variable Models with Survey Data," 2d ed., Department of Marketing, Wright State University (available at http://home.att .net/∼rpingjr/lv1/toc1.htm).
60. Podsakoff, Philip M., and Scott B. MacKenzie (1994), "An Examination of the Psychometric Properties and Nomo-logical Validity of Some Revised and Reduced Substitutes for Leadership Scales," Journal of Applied Psychology, 79 (5), 702-713.
61. -, -, Jeong-Yeon Lee, and Nathan P. Podsakoff (2003), "Common Method Biases in Behavioral Research: A Critical Review of the Literature and Recommended Remedies," Journal of Applied Psychology, 88 (5), 879-903.
62. Robinson, Leroy, Jr., Greg W. Marshall, William C. Moncrief, and Felicia G. Lassk (2002), "Toward a Shortened Measure of Adaptive Selling," Journal of Personal Selling & Sales Management, 22, 2 (Spring), 111-119.
63. Slater, Stanley F. , and Eric M. Olson (2000), "Strategy Type and Performance: The Infl uence of Sales Force Management," Strategic Management Journal, 21 (8), 813-829.
64. Stanton, Jeffrey M., Evan F. Sinar, William K. Balzer, and Patricia C. Smith (2002), "Issues and Strategies for Reducing the Length of Self-Report Scales," Personnel Psychology, 55 (1), 167-194.
65. Sujan, Harish, Barton A. Weitz, and Nirmalya Kumar (1994), "Learning Orientation, Working Smart, and Effective Selling," Journal of Marketing, 58 (3), 39-53.
66. Theodosiou, Marios, and Evangelia Katsikea (2007), "How Management Control and Job-Related Characteristics Influence the Performance of Export Sales Managers," Journal of Business Research, 60 (12), 1261-1271.
67. Thomas, Raymond W., Geoffrey N. Soutar, and Maria M. Ryan (2001), "The Selling Orientation-Customer Orientation (S.O.C.O.) Scale: A Proposed Short Form," Journal of Personal Selling & Sales Management, 21, 1 (Winter), 63-69.
68. Weathers, Danny, Subhash Sharma, and Ronald W. Niedrich (2005), "The Impact of the Number of Scale Points, Dispositional Factors, and the Status Quo Decision Heuristic on Scale Reliability and Response Accuracy," Journal of Business Research, 58 (1), 1516-1524