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The effect of sales force control systems and sales experience on salesperson performance

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dc.contributor Aalto-yliopisto fi
dc.contributor Aalto University en
dc.contributor.author Chaichee, Aamer
dc.date.accessioned 2015-11-04T13:20:57Z
dc.date.available 2015-11-04T13:20:57Z
dc.date.issued 2015
dc.identifier.uri https://aaltodoc.aalto.fi/handle/123456789/18263
dc.description.abstract The implications of the effect of sales force control systems on salesperson output performance has not been consistently established. The purpose of this research is to measure how sales force control systems affect the salesperson's output performance while investigating how the role of sales experience influences the proposed consequence. Both total sales experience and the sales experience in the current organization are taken into account. Survey data (n=177) collected from salespeople working in Finnish consultative sales organizations is analyzed using hierarchical regression analysis. The data is analyzed with both confirmatory factor analysis and exploratory factor analysis. The findings of the research state that sales experience gathered while working in the organization has a positive effect on salesperson output performance, when independently measured. The results provide insight for understanding that sales force control should be treated as a more hybrid than unidimentional phenomenon in the context of this research. Also, this research finds that a hybrid combination of process and capability control has a significant, yet negative effect on salesperson performance. The results implicate that sales management is complex area of research and involves many different aspects of the relationship between the sales manager and the salesperson. Even though the existing literature supports the notion of the traditional output vs process vs capability control systems, this thesis demonstrates a prevalence of a more hybrid form of sales force control. en
dc.format.extent 54
dc.format.mimetype application/pdf en
dc.language.iso en en
dc.title The effect of sales force control systems and sales experience on salesperson performance en
dc.type G2 Pro gradu, diplomityö fi
dc.contributor.school Kauppakorkeakoulu fi
dc.contributor.school School of Business en
dc.contributor.department Markkinoinnin laitos fi
dc.contributor.department Department of Marketing en
dc.subject.keyword sales force control system
dc.subject.keyword hybrid sales force control system
dc.subject.keyword sales performance
dc.subject.keyword sales experience
dc.identifier.urn URN:NBN:fi:aalto-201511054834
dc.type.dcmitype text en
dc.programme.major Marketing en
dc.programme.major Markkinointi fi
dc.type.ontasot Master's thesis en
dc.type.ontasot Pro gradu tutkielma fi
dc.subject.helecon markkinointi
dc.subject.helecon marketing
dc.subject.helecon myynti
dc.subject.helecon sales
dc.subject.helecon ohjausjärjestelmät
dc.subject.helecon control systems
dc.subject.helecon myyjät
dc.subject.helecon shop assistants
dc.subject.helecon kokemus
dc.subject.helecon experience
dc.ethesisid 13937
dc.date.dateaccepted 2015-05-06
dc.location P1 I
local.aalto.openaccess yes
local.aalto.idthes 13937

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