Conceptualization and empirical investigation of marketing management control systems have not developed to the point where terms, concepts, and methods are clear enough to provide reliable guidelines for managers of sales forces. Three national firms’ salesmen's perceptions of their control system were related to the salesmen's performance to identify the most important control system characteristics.
Get full access to this article
View all access options for this article.
References
1.
BassFrank M., TigertDouglas J., and LonsdaleRonald T. “Market Segmentation: Group Versus Individual Behavior,” Journal of Marketing Research, 5 (August1968), 264–70.
2.
DaltonGene W. and LawrencePaul R., ed. Motivation and Control in Organizations.Homewood, Ill.: Richard D. Irwin, 1971.
3.
DodgeH. Robert. Field Sales Management: Text and Cases.Dallas: Business Publications, 1973.
4.
GreenPaul E., HalbertMichael H., and RobinsonPatrick J. “Canonical Analysis: An Exposition and Illustrative Application,” Journal of Marketing Research, 3 (February1966), 32–9.
5.
KayE., FrenchJ., and MyerH. “A Study of the Performance Appraisal Interview,” Management Development and Employee Relations Service, General Electric, 1962.
6.
LambertZarrel V. and DuranRichard M. “Some Precautions in Using Canonical Analysis,” Journal of Marketing Research, 12 (November1975).
7.
McClellandD. C. “Toward a Theory of Motive Acquisition,” American Psychologist, (May1965), 321–33.
8.
PorterLyman W. and LawlerEdward E.III. Managerial Attitudes and Performance.Homewood, Ill.: Richard D. Irwin, 1968.
9.
SchneiderB. and OlsenL. K. “Effort as a Correlate of Organizational Reward System and Individual Values,” Personnel Psychology, 23 (1970), 313–25.
10.
SiegelSidney. Nonparametric Statistics.New York: McGraw-Hill Book Co., Inc., 1956.
11.
SmithClagett G. and TannenbaumArnold S. “Organizational Control Structure: A Comparative Analysis,” Human Relations, 2 (1963), 299–316.
12.
StantonWilliam J. and BuskirkRichard H.Management of the Sales Force, 3rd ed. Homewood, ILl.: Richard D. Irwin, 1969.
13.
TannenbaumArnold S., ed. Control in Organizations.New York: McGraw-Hill Book Co., Inc., 1968.
14.
TannenbaumArnold S. “Control in Organizations: Individual Adjustment and Organization Performance,” in BoniniC. P., JaedicksR. K., and WagnerH. M., eds., Management Controls: New Directions in Basic Research.New York: McGraw-Hill Book Co., Inc., 1964, 307–13.
15.
ToddJohn T. “The Management Control Process: A Behavioral Science Approach.” Unpublished doctoral dissertation, Harvard Business School, Boston, 1973.
