Job Performance Related to Management Control Systems for Pharmaceutical Salesmen

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.

Abstract

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.