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Behaviour‐Based and Outcome‐Based Control Systems: A Meta‐Analytic Study
Authors:Fernando de Oliveira Santini  Valter Afonso Vieira  Wagner Junior Ladeira  Claudio Hoffmann Sampaio
Abstract:Sales control systems are instruments used by firms to improve performance and other organizational outcomes. To understand their antecedents and consequences, this paper conducts a meta‐analysis based on 104 studies. The results showed significant relationships between behaviour‐ and outcome‐based control systems and the complexity of the products, bonuses, financial performance, sales innovation, organizational support and satisfaction with supervisors. The outcomes revealed that behaviour‐based control systems were the most effective mechanism in turbulent markets and for determining financial performance. However, outcome‐based control systems were the most efficient instrument for complex products.
Keywords:sales  sales control system  outcome‐based system  behaviour‐based system  meta‐analysis  Vente  systè  me de contrô  le des ventes  systè  me basé   sur les ré  sultats  systè  me basé   sur le comportement    ta‐analyse
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