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首页> 外文期刊>Journal of Business Research >Formal and informal management control combinations in sales organizations The impact on salesperson consequences
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Formal and informal management control combinations in sales organizations The impact on salesperson consequences

机译：销售组织中的正式和非正式管理控制组合对销售人员后果的影响

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摘要

Selecting an effective form of management control in sales organizations is important in achieving favorable salesperson consequences. We examine an alternative perspective to behavior-based management control in sales organizations. The conceptualization consisting of high, bureaucratic, clan, and low management control combinations is examined as a framework for management control research in sales organizations. In this study, hypotheses are developed concerning various salesperson consequences of the control combinations. The hypotheses are tested using a sample of 1042 salespeople from a broad range of industries and companies. The findings suggest that salespeople who work under a more visible control system (high control) perform better, are more satisfied, and display lower burnout and role stress, compared to salespeople working under bureaucratic, clan, and low control combinations. The managerial implications are discussed and several future research directions are proposed.
机译：在销售组织中选择有效的管理控制形式对于获得良好的销售人员后果至关重要。我们研究了销售组织中基于行为的管理控制的另一种观点。将由高，官僚，氏族和低层管理控制组合组成的概念化作为销售组织中管理控制研究的框架进行了研究。在这项研究中，提出了关于控制组合的各种销售人员后果的假设。假设使用来自各行各业的1042名销售人员的样本进行检验。研究结果表明，与在官僚，部族和低控制组合下工作的销售人员相比，在更可见的控制系统（高级控制）下工作的销售人员表现更好，更满意，并且表现出更低的倦怠和角色压力。讨论了管理意义，并提出了一些未来的研究方向。

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